[Video] CRMs Need Data – People Need Coaching

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[Video] CRMs Need Data – People Need Coaching Sales Coaching

Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they’re all doing the same thing; so where’s the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and …

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Your Sales Culture is Killing You – Part 6 (The Illusion of Control)

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Your Sales Culture is Killing You – Part 6 (The Illusion of Control) Leadership Academy, Sales Management

Managers and salespeople claim how they’re always creating solutions for other people when in fact, they’re just trying to control the outcome. Trying too hard to control the outcome actually prevents you from achieving the results you want. Here’s why. What is your relationship with control? An interesting question. I’m going to go on a …

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Your Sales Culture is Killing You – Part 5 (Either Hit Your Sales Targets – Or Else!)

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Your Sales Culture is Killing You – Part 5 (Either Hit Your Sales Targets – Or Else!) coaching salespeople, Communication, Sales Management

I was saddened to hear about a client who had to take a sabbatical from her management position because of too much stress. This 5th installment of “Your Sales Culture Is Killing You” exposes another great nemesis and the downfall of absolute thinking. A key stakeholder for one of my recently delivered leadership programs was …

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Your Sales Culture is Killing You – Part 4 (Is Your Boss Annoying?)

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Your Sales Culture is Killing You – Part 4 (Is Your Boss Annoying?) Accountability, Sales Management

For many, the thought of detaching from the outcome seems impossible. Still, managers must be mindful of performance expectations while simultaneously listening to and respecting other people’s opinions. So, how do you continually push for results without being annoying? Here’s a strategy to defuse your frustration and keep your emotional reactions at bay. “Forget about …

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Your Sales Culture is Killing You – Part 3 (The Funeral)

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Your Sales Culture is Killing You – Part 3 (The Funeral) Accountability, coaching salespeople

In part three of my series, “Your Sales Culture Is Killing You,” I may have taken this to a literal extreme, as I discuss something that affects each human being on this planet; death. So, what does death have to do with sales and sales leadership? Everything. With the insatiable drive to achieve aggressive results …

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