Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Can Too Much Empathy Erode Sales?

June 26, 2020

Empathy is a powerful sales and sales leadership skill -- until it isn’t. That might sound strange coming from someone that teaches this powerful skill. However, sales managers are asking such questions as:

  • How do I achieve that fine balance of showing empathy without getting overloaded with my sales team’s concerns?
  • How do I balance showing concern…
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Denial is Not a River in Egypt

June 12, 2020

Business people are learning a lot these days – one of which is that they’ve might have been in denial for a long time.

For sales organizations, denial can take on many forms.

A company may be in denial about the fact that they set up their sales manager to fail. You’ve seen this movie before. The best salesperson is promoted to sales leadership, and the…

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Demystifying Remote Sales Management

June 05, 2020

There is a lot of conversation about sales management, and some of it is sales leaders expressing their angst. “Do I have the skills needed to manage a virtual sales team? What do I need to change or improve to be effective with a team that is now remote?”

Sales managers, I have some good news.

Relax.

Remote sales management has been around for a long…

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Are Your Sellers Using Only 50 Percent of Their Selling Skills During the Pandemic?

May 29, 2020

Is your sales team utilizing only 50 percent of the selling skills needed to acquire and win business during the pandemic? If so, chances are pretty good that a competitor, who is utilizing 100 percent of the necessary selling skills, is outselling them.  And those skills are the soft and hard skills of selling, Sales EQ and IQ.

It’s similar to losing weight. Sure,…

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Don’t Lose Sales to the J Curve of Learning

May 20, 2020

One of my favorite quotes comes from the late, great basketball coach John Wooden:

“Don’t equate your expertise with your ability to teach.”

This is great advice for all leaders, particularly in sales. Many sales leaders are former top sales producers, but being a top seller may not equate to your ability to transfer the…

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Sales Managers: Are You Ready for One More Title?

May 14, 2020

Sales managers are juggling a lot of balls right now. Some days you are the sales leader, another day the chief problem solver and still others, head cheerleader.

Well, it’s time to add one more hat to your wardrobe:

Chief Belief Officer.

The research is clear that what a person believes influences the actions they…

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Now What?

May 07, 2020

The world is re-opening, and so are many businesses.

Maybe.

Many companies will appear to be open. The lights are on. The doors are unlocked but they are really not open for business.

Why?

Because they are stuck.

They haven’t accepted the reality of the “new normal.”

They keep looking back, wishing for the good old days rather…

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COVID-19 Coaching Pivots for Sales Managers

May 01, 2020

“Pivot” is the new word in sales, business and sales management. And almost every company is engaged in the pivot dance. It might be in how they sell, to whom they sell or what they sell. But there is one more area that requires pivoting: how sales managers coach their sales teams.…

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What is the Changing Tide of Sales Exposing?

April 23, 2020

Warren Buffet’s famous quote is quite appropriate for today’s business environment: “It’s only when the tide goes out that you learn who has been swimming naked.” 

Well, right now, a few sales leaders might want to buy swimwear. That’s because the character and work ethic of their salespeople are areas being exposed at this critical time in business.

During…

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Sales Management: Mission Impossible or Possible?

April 16, 2020

“Mission: Impossible” was a popular 1960s TV show about the adventures of secret government agents known as the Impossible Missions Force. The show always started with an agent receiving instructions for the next mission from a mysterious voice delivered on a recording, which then destroyed itself. The message always ended with, “Your mission, should you choose to accept it…

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