Every sales manager knows that effective coaching isn’t a copy-paste process. What works for one rep might miss the mark with another. However, after … [Read more...] about Five Behavior Changing Coaching Questions (and Why They Work)
Stop Digging for Pain. Look for the Scar.
Sales managers have long coached reps to uncover a prospect’s pain. And for good reason—pain often drives urgency and action.But there’s something … [Read more...] about Stop Digging for Pain. Look for the Scar.
Are You Reframing Your Sales Team’s Perspective?
The late Wayne Dyer said, “When you change the way you look at things, the things you look at change.”He was talking about a powerful sales skill; one … [Read more...] about Are You Reframing Your Sales Team’s Perspective?
Why The Best Bonus Doesn’t Cost A Thing
One of my clients, an investment banking firm, forwarded an article to me with a note, “check this out.” The article featured KKR & Co., a private … [Read more...] about Why The Best Bonus Doesn’t Cost A Thing
How To Lead and Manage the Anxious Generation
The next wave of sales professionals are arriving to the workforce. They’re smart, educated---and they’re anxious. This is the generation raised on … [Read more...] about How To Lead and Manage the Anxious Generation
Is It Time To Double Down?
If you’ve been in business as long as I have, you know the sales profession comes with its own built-in roller coaster. Good markets make us feel like … [Read more...] about Is It Time To Double Down?
