Posts Categorized: News

Lessons in Leadership

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As I work with companies, I find that many managers focus on completion of tasks, oversite of metrics, inspection of processes, and fire fighting. While each of these are important to the job, people are often overlooked as the day to day pressures cause most managers to be consumed with the urgent tactical matters at… Read more »

Good Supervisors? or Great Leaders?

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Are your managers acting as leaders or supervisors? How much time do your managers spend on truly developing their people? To what are your managers really accountable and which areas of focus drive the greatest return? The most effective leaders hold their managers to 5 role responsibilities to maximize results. Certainly their are tactical responsibilities… Read more »

Hitting the Ceiling?

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It happens to all companies, at some point. We outpace our processes, our VISION gets a bit cloudy, we make a few hiring mis-steps, or we fail to communicate effectively.  It can be one or several of these or other related factors.  Sometimes it occurs when we hit $1MM in sales or the $3MM or… Read more »

Are You Taking The Right Risks?

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Professional golfers often take risks – but the risks are educated risks based on the golfer’s intimate understanding of their own strengths and weaknesses. Rarely will you see a top golfer take a shot that doesn’t lie within their ability. Professional salespeople can benefit from taking similar calculated risks, but only if they understand their… Read more »

3 Keys to Building and Harnessing the Power of Confidence

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In sales, confidence plays a key role. Like professional athletes, salespeople need confidence in order to execute their carefully-constructed plans – especially when the pressure is high. Confidence must be carefully balanced. Too much, and a sales professional risks missing important information; too little, and they risk missing a key opportunity. Here are three ways… Read more »

Putting “Positive” Thoughts Into Sales

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Sales professionals know their job entails more than just a good mood and an optimistic outlook. Sales success also demands hard work. The hard work begins with understanding the target and the criteria for success. Successful salespeople have a clear goal in mind. They visualize success from the start. When sales professionals flounder, the problem… Read more »

Hit Your Sales Shot Every Time

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If you watch professional golfers on the course, you may notice each golfer has a predictable routine they follow before they take a shot. This routine allows them to consider relevant factors before them, focus on success, and follow through. Sales professionals can use the same system to succeed against each obstacle in their path…. Read more »

What Is a Sales Coach and How Can They Help Your Team?

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All professional athletes benefit from the help of a good coach. Coaching isn’t only about the physical or mechanical aspects of performing a sport well; it’s also about helping the athlete develop the mental and emotional toolbox they need to make those mechanical aspects work correctly under pressure. Composure, confidence, focus, stress and planning are… Read more »

Want to Crush Sales Goals? Then Sales Teams Must Do THIS

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When professional golfers play major tournaments on international television with millions of spectators watching and their livelihoods on the line, the pressure is enormous. Yet these athletes make most of their shots look easy. How do they do it? In a word: Practice. Pro golfers stay calm under pressure because they’ve played hundreds of practice… Read more »