I was recently reminded of an important interview question that gets missed when interviewing a potential sales candidate or not explored in enough depth. That question is: Are you coachable? This reminder appeared after reading the book, The Trillion Dollar ...

Read More

Sales team development takes work, discipline and empathy. It takes work to meet with potential sales candidates. It takes discipline and self-awareness to execute a consistent coaching cadence. And empathy is important in learning how to work with each member ...

Read More

When I first heard the term psychological safety, it didn’t even occur to me that psychological safety could have an impact on sales. Frankly, it sounded like the latest fad put out by business and human resource consultants. After all, ...

Read More

The perfect storm is back. And it’s occurring right after we thought life was going to become easier with the pandemic winding down. Time to stop wishing and hoping because there is a new set of storms wreaking havoc on ...

Read More

Sales managers choose the role of leadership because they like people and like helping people. These qualities are necessary for effective leadership. However, it’s important to be aware of when your desire to help people turns into people-pleasing, non-productive, sales ...

Read More

Do you have a salesperson waiting in the wings that can step right into sales management? Think about that question for a minute. The theatre has a person called an understudy. This is a performer that learns multiple lead roles ...

Read More

We’ve all heard at one time or another that we need to find out “what’s keeping our prospects and customers up at night.”  Effective salespeople engage in pre-call planning and create questions to uncover the answer. Finding out what’s keeping ...

Read More

The emotional intelligence skill of self-awareness is often referred to as the MEGA soft skill for life and business success. And for a good reason. Because that which you are not aware of you cannot change. And that which you ...

Read More

 "The economy, stupid” was a memorable phrase coined by James Carville when he was a strategist in Bill Clinton’s successful 1992 presidential campaign. His goal was to get the campaign message focused on a topic that would resonate with voters ...

Read More

Last week, I focused on the importance of modeling emotional intelligence as a sales leader. This week’s focus will be on how to incorporate specific coaching questions during one-on-one coaching sessions that will improve your sales team’s emotional intelligence skills. ...

Read More