Eddie Murphy Shows How to Make Coaching Fun

Eddie Murphy Shows How to Make Coaching Fun

Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has the biggest impact on sales success. This isn’t just my opinion, we have data that supports it (see below).

Lots of Coaching, Not Necessarily Effective Coaching

What’s most important is the amount of coaching, not how good it is. This is surprising but the data backs me up. However, the combination of coaching frequency and effectiveness is simply amazing.

Sadly, many managers are uncomfortable coaching. Frequently it is because they don’t want to “micro-manage” individuals. Or sometimes it is because they just don’t […]

What Mama Deer Can Teach Sales Managers

What Mama Deer Can Teach Sales Managers

My family and I are fortunate to live in a lovely suburb with lots of trees and plenty of greenspace. Not only do we enjoy taking walks in the neighborhood and enjoying the peace and tranquility, the deer do as well. Sometimes the neighborhood feels more like a deer sanctuary.

Lessons from a Mama Deer

As I was walking my puppy dogs the other day, I came across a mama deer and her three fawns. I know mama deer can be somewhat fierce if their babies are threatened so I always keep my distance.

That day, I noticed that the mama deer was […]

Avoid the Pot Bunkers of Selling

Avoid the Pot Bunkers of Selling

The LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get to why it matters after I set the stage. As an avid golfer, I am intrigued by the parallels the sport has to sales. Yes, there have likely been hundreds if not thousands of articles written about these parallels. But my twist is a little different.

Superstars at Work

Most golfers love watching Tiger Woods, Rory McIlroy, Dustin Johnson, and alike, pound the ball. We love seeing someone sink a thirty-foot putt to win a major tournament. Similarly, we are drawn […]

Assembling a Shed – Kinda Like Selling

Assembling a Shed – Kinda Like Selling

For the past few years, my husband and I have discussed the need for a new shed in our back yard. We had one years ago that nearly collapsed and had to be removed. So, recently we bit the bullet and made the purchase.

The boxes came and sat in our yard for a couple of weeks. Neither of us was keen to tackle the project. We had assumed that it would overwhelm our non-DIY abilities. And I think we were both a little frightened what the for-certain arguments that would ensue might do to our 30-year marriage.

I know I was […]

We Took Our Own Advice…And It Worked!

I’ve frequently pointed out, both verbally and in my writing, the need to pivot sales during this crazy time. For example, up until when the pandemic hit it was extremely difficult to attract sales talent. There were more sales positions than qualified people to fill them.

Well, in the blink of an eye, that all changed. Companies have had to put hiring plans on hold and in some instances have had to furlough or lay-off teams of salespeople, either because the market evaporated, or other parts of the company could not support the ramp-up time associated with new salespeople.

Expand, Not Cut

Since […]

Can a Sales Process Help Sell Value?

Can a Sales Process Help Sell Value?

Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.

Not only does following one provide a roadmap for the salesperson to know where to go in a sales conversation, which our data indicates can increase closed business by up to 15%, but it also enables sellers to more consistently sell value, thus not feeling the urge to discount. Let me show you […]

Stop the Discounting…Even When Business Has Slowed

Stop the Discounting…Even When Business Has Slowed

We are seeing a selling panic ensue due to the turmoil of the last few months. Salespeople have been doing anything to win business, no matter what the price. This trend obviously isn’t a good one, so I have reviewed some data and contemplated exercises to help salespeople sell value rather than sell based on price,

Yes, we can certainly coach salespeople on what to say and when. But that likely isn’t enough. You see, selling value isn’t just a tactical skill set. It is a combination of skill set and mindset.

There are many factors that go into the […]

Sales Leaders: The Next Step is Most Important in the Sales Process

Sales Leaders: The Next Step is Most Important in the Sales Process

I was working with a sales team last week that we have been working with for just a few months. They have, on the whole, a pretty strong group of salespeople. We were discussing certain deals in their pipeline and where they were in the process. Many of the conversations were similar. “They really liked what we had. They need to talk to their boss and then they are supposed to call me back tomorrow.” Or worse, “They were supposed to call me back last Wednesday and I have called, but they don’t call me back.”

There are two common flaws […]

Get Lean and Mean, and Bigger, Stronger, Faster, Too

Get Lean and Mean, and Bigger, Stronger, Faster, Too

It’s official. We are in a recession, so business leaders need to be lean and mean. Sometimes that means making cuts: Maybe expenses, maybe headcount.

If it’s the latter, be especially aware. When leaders consider reducing headcount in their sales force, too often they hang onto the veterans who manage the largest accounts or who are responsible for the biggest book of business. And, unfortunately, they all too frequently cut the sellers who too new to have proven themselves.

Is It the Best Strategy?

Well, if the business owner only cares about maintaining the existing client base, maybe. But, if they are truly […]

Peddler, Pal or Peer?

Peddler, Pal or Peer?

Which one of these do your customers think their salespeople from your company are most like: A Peddler, a Pal, or a Peer? Don’t know? Then they probably think they are Peddlers or at best Pals. Here’s how these three categories are defined.

Peddler: The person who hawks his wares. The peddler is basically just a conduit to a product or service. They are focused on “making the sale” not on anything the client cares about. They are concerned more with what they themselves want and need (the sale) and not outwardly on the customer. Peddlers don’t provide much value so […]