Posted: April 16, 2018 | Categories: Sales, Self-Improvement

One thing I love about coaching is sharing in my client’s success.  Today was a special day.  Bill called me all excited:  He just received two PO’s that enabled him to achieve his goal for the entire year.  That means that in less than three months his sales were now equal to his boss’ expectations for the whole year.  How did he do it?

Bill has a lot of good qualities.  He plans well, works hard, and knows how to maintain a sense of humor and positive attitude.  He also knows how to plan a clear, detailed road map to his goal and get there one foot in front of another.  He knows his goal and he knows the type and amount of activity needed to get there.   It is not guesswork.  He has figured it out through his consistent tracking.  Sounds simple, but I find that most sales professionals have no idea of the amount of activity and planning it will take to get to their goals.  Not surprisingly, they usually fall short.

Here is an analogy:  Last month I had knee replacement surgery.  For those who have had this procedure, you know that there is much rehab and physical therapy needed after the operation.  If we aren’t disciplined in our exercises, the scar tissue will become stiff in the knee, and we will walk with a stiff leg the rest of our lives.  So, we do the exercises!  The PT knows just what activity we need to do and to what intensity we need to do it.  If we diligently stay with the program, our knee will be fine.

Think about our sales strategy.  Like the PT, have we developed our own strategic road map to our sales goals?  If not, there is no time like the present.  Like Bill, take the time to map out your strategy in detail and employ a daily discipline to stay with it.

Posted: October 24, 2017 | Categories: Management, Self-Improvement

Mark Twain once said, “A sense of humor is a sense of proportion”.  He was so right.  My coaching experience has taught me that top-performing teams have a hearty  sense of humor.  They laugh at life, and they laugh at themselves.  They do not create humor at another person’s expense.

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Posted: September 19, 2017 | Categories: Leadership, Self-Improvement

Early in my coaching career I developed an hypothesis: There is no leadership growth without an improvement in listening skills.  So far, this theory has served me well.

If someone challenged me to come up with a  list of people I thought were truly good listeners, I would only be able to think of a handful.  No, I wouldn’t be on that list (unless my wife wasn’t reading it!).Read More…

Posted: September 15, 2017 | Categories: Sales, Self-Improvement

Anyone in Law enforcement will tell you that the most dangerous situation they can encounter is interfering in a domestic squabble. They approach such situations with extreme caution.

In sales, we can run in to the same type of situation. While it may not be life-threatening like a domestic quarrel, how we handle ourselves could easily make the difference between weathering the storm rather than losing an account.  Read More…

Posted: September 1, 2017 | Categories: Presentation skills, Sales, Self-Improvement

How long do first impressions last? I get a variety of answers when I ask that question. I have heard some say that first impressions last forever. Let’s see if we can improve on that:

Experts tell us that when we meet someone for the first time, we form a first impression in 4 seconds. The good news is that this first impression, like quick-drying cement, is not solidified until 30 seconds have passed. That means we have 26 seconds to recover. Once that 30 seconds is up, the impression is locked in, and we now look for things to validate the impression.Read More…