It feels like everything changed in an instant. Leaders and Sellers are reacting to the new normal of the COVID-19 crisis. Many of us have found ourselves having to navigate an entirely new working environment. Specifically, working remotely. While this may not be new or even challenging for everyone, it can take a toll on …
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Motivation is a tricky thing. It’s defined as the reason, or motive, to take action. As it relates to sales most people mistakenly feel salespeople are motivated, first and foremost, by money. Not true. The ones who are typically aren’t top producers and don’t usually last very long in the profession. Sciences tells us there …
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It’s an old expression, but still valid. Each business and the individual departments within companies have leading indicators of future success. They also have lagging indicators of success. A leading indicator should, to some degree of accuracy, predict future success. A lagging indicator is a look at the past and lends no insight into what …
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Most sales meetings are just awful. At least for the sellers. Weekly, monthly, quarterly—it doesn’t matter. Most of the attendees would rather be doing something, anything, else. The reason? There are lots of them, but mostly it’s about value, or a lack of it, for the attendees. Sales managers, company leaders and HR can easily …
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Company culture is a more than just a buzzword tossed out by “Thought Leaders”. Every company has assets—most of them can be quantified. Company culture however is a critical component to the health of any organization and is nearly impossible to place a dollar value on. The costs of a bad company culture can be …
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I’ve recently been reminded just how important hand written thank you notes can be in the business world. When I work with leaders and sales professionals as a coach, or when I meet someone new and start to build a relationship I send them a short hand written thank you card. Nothing extravagant. A brief …
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Emotional Intelligence, or EQ goes far beyond having empathy. Read on to see all the parts that make up a person’s EQ and see how you do!
Read moreThe most effective salespeople are those who understand themselves, both their strengths and weaknesses, so they can develop strategies to meet the demands of their environment. The Sales Assessment outlines your performance tendencies within each specific phase of the Professional Selling Model.
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