Colleen Stanley’s Sales EQ & IQ Blog
Denver-Based Sales Leadership Development Available Nationwide
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…Read Full Post
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.
Remote sales management has been around for a long…Read Full Post
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,…Read Full Post
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…Read Full Post
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…Read Full Post
The world is re-opening, and so are many businesses.
Many companies will appear to be open. The lights are on. The doors are unlocked but they are really not open for business.
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…Read Full Post
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…Read Full Post
“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…Read Full Post
Dr. Spencer Johnson wrote the bestselling book, “Who Moved My Cheese?” in 1998. Today, the content remains quite relevant because many of us in sales are asking:
Who moved my sales cheese?
The book is a parable about four characters. Two are Littlepeople “Hem” and “Haw” and the other two are mice, “Sniff” and “Scurry.” The…Read Full Post