The Mind of a Champion

The Mind of a Champion

I was watching the final round of the 2017 British Open this weekend with my college-age son. We both were truly impressed by, the winner, Jordan Spieth’s incredible come back from, as my son put it, “a not great start.”

An unbelievable save

If you missed it, Spieth hit his final round tee shot 100 yards right of the fairway on 13. The ball landed in a terrible spot, and Spieth had to take relief for the unplayable lie. Amazingly, he only bogeyed the hole, but it took him out of the tournament lead by a stroke. I apologize if you’re not […]

Teaching Old Dogs New Tricks

Teaching Old Dogs New Tricks

It has been said that you can’t teach an old dog new tricks. As this axiom relates to salespeople, it is sometimes true and sometimes untrue. The outcome can be determined by which category the salesperson falls into. In other words, in which kind of dog we are dealing with.

Dog Training and People Training

Here at Braveheart, we are in the human performance business as it specifically relates to sales effectiveness. And the businesses of people training and dog training are really quite similar.

Okay, before I go on, let me apologize if by comparing salespeople to dogs I offend anyone, but […]

Telling Ain’t Selling…Nor Is It Managing

Telling Ain’t Selling…Nor Is It Managing

Telling is NOT selling goes without saying. Anyone worth the commissions they collect knows this. But telling is not sales leadership or coaching either. It simply won’t help an individual salesperson get any better. People rarely learn by being told, “do this”, or “do that.”

Telling for Failure

Too frequently it’s what I see however.  Managers telling salespeople what to do and how to do it. As a matter of fact, I frequently witness this situation when I get the chance to sit in on the sales “training” sessions of prospective clients.

Typically, the manager will start off having the salespeople break up […]