Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Avoid This Sales Coaching Mistake

August 13, 2020

I’m reading “The Talent Code” by Daniel Coyle and am reminded of the importance of understanding the neuroscience and practice needed to achieve sales excellence. It’s easy to believe that masterful people are born, not developed.  But as Coyle’s research points out, excellence is not simply a game of lucky genetics.

It is the result of deliberate, intentional…

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Sales Productivity During a Pandemic

August 08, 2020

When the COVID-19 crisis struck, many companies thought the move to remote offices and remote selling would last just a few months. But the pandemic seems to have a different timeline, which no one knows.  

Dr. Robert Sutton recently wrote a great article in The Wall Street Journal about remote working. And to paraphrase him, many people working during the pandemic…

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Demystifying Virtual Selling

July 31, 2020

Sales trainers, sales managers and podcasters are focused on helping sellers learn how to sell in a world gone remote and virtual.

These conversations show that there is angst among sellers that this new thing called “virtual selling” is mysterious and difficult to master.

So let me relieve some of your angst by challenging your belief systems about virtual…

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Are You Making it Safe for Clients to Buy From You?

July 10, 2020

My husband and I spent a few days at one of our favorite places, Signal Mountain Lodge in Grand Teton National Park. As we checked in, I observed many things the lodge and staff did to create a safe environment during the pandemic.

The lobby included plexiglass dividers for check-in, bottles of sanitizers and signs on the floor to manage social distancing. What…

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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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