What is Leadership? What is Leadership?Watch this video on YouTube Leadership is one of those things that everyone seems to know what a leader is yet no one can really define it. Here is one definition:”Leadership is the ability of an individual or a group of individuals to influence and guide followers or other members
The Prospect Stall Situation Christine has been working through a tough month. Slow growth, few call backs and proposals out and waiting for answers. She gets a call from an old prospect that has always been a friendly voice and asks to see her. He explained that he is interested in making a change and always
Biggest Interview Fails Do you REALLY know how to interview? Most leaders are never taught how to properly interview for salespeople so these are the biggest interview fails. A Few Examples How would you present prospects and customers describe you as their sales representative? Describe a time in your company did not deliver on its
The 3 deadly sins of hiring salespeople The Situation; “Why don’t I have any success hiring salespeople?” This is one of the most popular questions I get asked. What are the 3 deadly sins of hiring salespeople? In my experience, there are very few rules that work for hiring salespeople that works with other departments.
What is your salespeople’s’ self-talk costing you and your organization? First, what is self-talk? It is what we say to our selves typically subconsciously about our abilities and our beliefs. It’s that inner voice. SO what is that self-talk costing you? You might not be aware that they’re doing it, but they almost certainly are.
5 Best On-Boarding Tips If I had a nickel for every time an executive said to me – “Great news – we just hired our superstar! He’s going to be fantastic!” Then, about 3 months later the same executive sings a completely different tune. “Oh man, he’s gone … he was terrible! He couldn’t sell
Get out of your own way! Situation: So what does it mean to get out of your own way? Dana had been making a lot of sales calls, seeing many people, and enthusiastically presenting proposals during the past few months. She was pleased that her pipeline was full because she had so many proposals on
Does Your Team Have TRUE GRIT? A very popular TED talk guest, Angela Duckworth talks about True Grit and the power of perseverance. True Grit. What does that mean? When you hear someone give a compliment which states the person has grit, what does it mean? It means the person has the courage and shows
Accountability vs Babysitting I am surprised how often I get a question about accountability. The feeling that you are “babysitting” and not wanting to ‘micro-manage’ your salespeople is bogus! Holding your people accountable for results creates urgency, focus, and positive pressure to perform. Human nature shows us that having a clear picture or vision gives
What is a sales schmoozer? You have a salesperson that everyone loves! The clients, the prospects even your staff. Great right? Well yes except for the fact that they can’t actually close business. How can this be? It seems you are falling for a sales schmoozer. Often times, salespeople are in sales because someone along