Rant ahead. This constant need to draw a distinction between leadership and management is an exercise in futility. When working with “managers,” I let them know that I use the term, manager, leader and coach interchangeably. There’s no reason to draw...
If you’re struggling to manage your team, what tools can help them improve performance, collaboration, motivation, and self-accountability? None. Creating a top-performing sales team doesn’t start with tools, strategies, or technology. Surprisingly,...
If you want to know why your salespeople aren’t selling, stop looking at your sales team and start looking in the mirror. I recently received an email from a salesperson pitching his additional services from a company that I was using to manage my we...
If your communication with difficult customers is not effective, starting with offering solutions is a fast path to failure. Here’s one thing every salesperson has in common, have experienced or will. That is, dealing with a difficult customer. We’ve...
Instead of positive affirmations and results to build your confidence and self-esteem, try something more sustainable. Change your thinking. Every person I’ve ever met, at some point, struggle building their self-confidence. Since that includes manag...
If you’re at this point, you’re already too late. From the Coaching Sidelines. If you find yourself in this situation, it means you didn’t ask the right questions to set expectations before you started presenting. Ask these five questions BEFORE you...
Out of the archives! Here’s a never before published video VIP event hosted by Salesforce, where Jason Jordan and I discuss with a group of senior sales leaders what top companies are doing to transform their sales organization to sell the way custom...
First off, don’t call it feedback. People hate feedback. Download my new book, The 7 Types of Coaching Questions Let’s get right to it, leaders who want to develop a feedback culture is just stupid. I never saw that work, have you? Have you ever been...
If you encounter resistance from a coachee, it always comes down to one thing. Trust. You didn’t set positive expectations and instead, instilled FEAR. Here’s how to enroll people in coaching so they embrace your positive intent. Now, they’ll want to...
QUITTING IS GOOD! Sometimes… To create a thriving business and a great life, learn to master the Art of Abandonment. That requires letting go of things that no longer serve you or work for you and your company. This could be a habit, behavior, proces...
