Colleen Stanley’s Sales EQ & IQ Blog
Denver-Based Sales Leadership Development Available Nationwide
March 16, 2018
It’s time for March Madness, with the nation’s best college basketball teams battling to reach the Final Four and then, hoping to win the national championship. March Madness is similar to the sales profession, where competitors may possess great sales talent, have well developed playbooks and a high desire to win. So what is it that determines who wins the NCAA... Read More
March 09, 2018
I recently coached a sharp team of sales managers. They expressed a common frustration that their well-intended feedback often was met with “Yeah, but” responses.
- Yeah, but: If I had a better territory, I would be closing more business.
- Yeah, but: If marketing would create better leads, my sales pipeline would look better....
March 01, 2018
Sales organizations invest time and money into building strong cultures. They read books on why culture eats strategy for lunch, hold team-building events and listen to pundits touting the value of culture. But, I think corporate America is making this too difficult. Building a great sales culture might be as simple as instilling one daily habit: the habit of gratitude. Are you rolling your eyes? Don’t, and instead, pay attention to a study published last year in the Journal of... Read More
February 15, 2018
Research shows that successful salespeople possess the ability to persevere, to stay after a goal with grit, tenacity and resiliency. All are good traits. But sometimes, salespeople that have these wonderful qualities lack the ability to disqualify opportunities. Because they are tenacious, they keep pursuing prospects that are never going to buy! It’s a classic case of when a strength becomes a weakness. The result is “commission impossible.” It’s time to develop the emotional-... Read More
February 08, 2018
Super Bowl 2018 was a nail-biter and kept fans on the edges of their couches, bar stools and chairs. It was a great example of the thrill of victory and the agony of defeat. The game served up great lessons all of us can apply in sales and sales management. No need to reinvent the wheel; just model and duplicate proven principles of success. Lesson #1: Emotion management. I teach the power of emotion management throughout our sales and management training workshops. Watching the Super Bowl is... Read More
February 01, 2018
Sales organizations understand the power of empathy and more sales managers are teaching this powerful EQ skill. They are well-intentioned, but often miss the mark. In an effort to help salespeople make an emotional connection with prospects, they teach validation/paraphrasing skills, not empathy skills. Note: Validation/paraphrasing isn’t empathy; it’s active listening. For example, a prospect says, “We are really frustrated... Read More
January 25, 2018
It’s the Monday morning group sales meeting. The sales team shows up, pop open tablets and computers, and pretend to pay attention to the sales manager and colleagues. They give a cursory nod or answer while checking emails and responding to texts. What’s wrong with this picture? Everything! Sales managers, this one is on you. Your group sales meetings aren’t designed for catching up on work. You hold them to make sure... Read More
January 18, 2018
How many of you are old enough to remember when you were really excited to have an ironing board in your hotel room? (How many of you even know what an ironing board is?) Today, an ironing board isn’t even considered a perk. Somebody moved the ironing board from a perk to a commodity -- and that person was the customer and/or your competitor. In a world gone global and viral, it’s easy for competitors to catch up and copy your version of the ironing board. That’s why the... Read More
January 11, 2018
Denver Broncos fans and players are disappointed with the 5-11 season. I’m not a die-hard football fan, but a recent interview with Derek Wolfe, Broncos defensive end, captured my attention. His comments easily could have been directed to the sales profession. Wolfe shared his frustration with some of the younger players joining the league. “It’s not like college,” he... Read More
January 04, 2018
Gifts were given and received during the Christmas/holiday season. We exchanged thank-yous, smiles and hugs. But there is one gift most of us didn’t get or give. It’s the best one of all and it’s free! That is the gift of feedback. Feedback is described as giving information to an individual about past behavior in order to adjust future behavior. Sounds pretty simple, right? And who wouldn’t want to hear information about how to improve results, especially in the sales... Read More