What Football Fans Can Teach Salespeople about Emotional Control

What Football Fans Can Teach Salespeople about Emotional Control

For years, 26 to be exact, I have listened to comments in the football stands as the wife of a football coach, and now
mother of a football player.  Now you might be thinking that the title about emotional control has to do with those fans that lose it and scream and yell at the refs.  But I am talking about another kind of emotional control.  Or lack thereof.  The kind where we take a little bit of information and make assumptions that we know the rest of the story, the intent, the problem, the reason.

Here’s what it sounds like in […]

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Can Peer Audits Improve Sales Effectiveness?

Can Peer Audits Improve Sales Effectiveness?

I had the privilege of speaking at the PERS Summit 2013 a couple weeks ago and heard Josh Garner, president of AvantGuard speak.  He described a process that his company uses to focus on continuous improvement.  They conduct peer audits on a daily basis where peers listen to how they interact with customers and give constructive feedback.

It made me think of how this could be applied in sales.  Of course everything makes me think of how it could be applied in sales.  Anyway, peer audits are easy to conduct in sales if you field an inside sales team.  It’s easy […]

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Sales Coach or Sales Manager?

Sales Coach or Sales Manager?

I had a great conversation with a sales coach recently.  Individual clients hire her to improve their effectiveness, similar to a life coach.  I was curious about her process so she shared with me how she engages with clients.

I was humbled to learn that I had been using the terms sales manager and sales coach interchangeably.  Boy was I wrong.  There is a significant difference.  My analysis is this:  Sales managers tend to tell people what to do and how to do it.  Sales coaches don’t give the answers, they ask the individual what he thinks he could do better, […]

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Have Your Sales Team Go for No and Watch Sales Results Soar

I just finished a great easy read book by Richard Fenton and Andrea Waltz. Go for No!: Yes Is the Destination, No
Is How You Get There. [Vancouver, WA]: CourageCrafters, 2008. Print.  It is a great book, not just for salespeople but for anyone who is letting self-imposed limiting beliefs get in the way of success.  One of the common weaknesses we find in salespeople when we evaluate them is that they have a high need for approval.  They need to be liked more than they need to close the business.

You may have some of those folks on your team as well.   They don’t […]

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Elizabeth Smart, a Most Unexpected Teacher for Salespeople

Elizabeth Smart, a Most Unexpected Teacher for Salespeople

I had the privilege of listening to Elizabeth Smart yesterday. I was a speaker at the PERS Summit 2013 in Park City, UT and she was a keynote speaker. I spoke about the DNA of a salesperson and discussed how to hire sales superstars.  Smart’s message was much more of a life lesson as she described her experience and she had an incredible impact on the audience. She was the 14 year old who was kidnapped from her home in Salt Lake City on June 15, 2002 and was held captive for 9 months before being rescued.

Her presentation gave details […]

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Are You Nudging Your Sales Reps Regarding Technology Appropriately?

Are You Nudging Your Sales Reps Regarding Technology Appropriately?

I bought a new Windows Surface Pro computer this weekend.  It’s one of those Windows 8 half tablet/half computer things.  Small and lightweight.  Perfect for my travel needs and it was just in time.  My tablet conked out permanently on Saturday.  I am traveling right now with just the computer and my phone.  I have less to carry and more technological firepower.

But this is not a review of equipment, although I would highly recommend checking out the Surface Pro.  The experience of buying this piece of equipment and then being exposed to new apps and software caused me to be […]

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Does Your Sales Team Have the Elements of a World Class Sales Organization?

Does Your Sales Team Have the Elements of a World Class Sales Organization?

In a recent article, “The Sales Leadership Challenges to Having a World Class Sales Force” published by Dave Kurlan
of Objective Management Group, he described the elements of a world-class sales organization.  I agree with the list he compiled.  He listed the following points:

Sales Leadership
Sales Architecture
Sales Infrastructure
Sales Talent Management
Sales Enablement
Sales Human Capital

Many CEOs aspire to have or build a “world-class” sales organization.  Many believe they already have one.  So how does your organization measure up?  Do you have effective Sales Leadership in place?  Notice I said EFFECTIVE?  Be honest.  Effective Sales Leadership is not that easy to come by.  Are the […]

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Onboarding Salespeople is Critical to Success

Onboarding Salespeople is Critical to Success

There are many sales managers and business leaders who believe that if you hire the right salesperson you can just turn them loose and they will excel.  Not true.

The first 90 days (if not longer) are nearly as critical as following a solid recruiting and hiring process.   First, “A” players will not settle for “B” management so you need to have a disciplined approach to onboarding and ramping up.  Second, you need to be able to articulate why customers buy from you, and how you are differentiated (or not) from your competitors.   Then be able to equip them with a […]

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Jason Dufner, Not the Stereotypical Professional Athlete, Not the Stereotypical Salesperson

Jason Dufner, Not the Stereotypical Professional Athlete, Not the Stereotypical Salesperson

I wrote in my last article (Sales Managers:  Are Your Salespeople Losing Emotional Control and Therefore Losing
Sales?) about how similar the effects of emotional involvement are in sales to the effects in professional golf, and how not maintaining emotional discipline tends to predict bad outcomes.   Then we got to witness Mr. Cool in Jason Dufner, as he won the 2013 PGA Championship last weekend.  He was the epitome of calm, but many fans were probably less excited about watching him play as they would be watching Phil Mickelson or Tiger Woods.  They are more to our liking.  They get […]

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Are Your Salespeople Losing Emotional Control and Therefore Losing Sales?

Are Your Salespeople Losing Emotional Control and Therefore Losing Sales?

What can Jean Van de Velde teach salespeople about emotional discipline?

I had lunch the other day with the Regional President of a very successful company.  He has a long history of success as a salesperson, sales manager and business leader.  He is also a golfer.  In his words he is a “volatile” golfer.  He sometimes loses his temper on the golf course.  It got me thinking about the similarities between salespeople and golfers.  Those that execute emotional discipline in both categories tend to fare better.  For example:

Salespeople, who stay emotionally disciplined, generally focus on the information they need so outcomes […]

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