Sep 30, 2021
- What should
performance be?
- What is
performance right now?
- What can I
do to close performance gaps?
Sep 23, 2021
How good are you at asking questions?
Do you find yourself leaning more towards asking or telling?
I’m guessing that you are naturally inclined to tell people when you have information, and you are naturally inclined to ask people when you don’t have information.
It’s true, right? I want you to flip this...
Sep 16, 2021
Do you wonder if you can coach your sales people?
Right now, I am training 4 cohorts of new sales managers to coach.
It’s a program designed to give sales managers the skills, the framework and the tools to coach their sales team
I asked the VP of sales what she thought was preventing managers from coaching in the...
Sep 9, 2021
One of the things that you can do as a manager is create conditions where people want to listen to their own calls so they can derive benefit from past performance.
It concerns me when people say I haven’t got the time to review my own calls. But that’s like saying I’m too busy driving to stop for gas.
In...
Sep 2, 2021
It’s truly amazing how many sales people don’t qualify properly.
Even when they have been trained, they post opportunities in the CRM which have no chance of ever being closed.
They hope that opportunities will turn out for the best.
And when your reps go to close unqualified deals, they collapse like a cheap...