Posts Tagged 'coaching salespeople'

Every manager has been in this difficult position, which has been further exasperated by our remote workforce. That is, “How do I handle an underperformer?” Unfortunately, practically every company’s process around handling performance issues does not work. What if the underperformer handles themselves? Now, they’re the ones making the firing or hiring choice. The great …

A Global Epidemic I was talking with a WW head of sales and their sales enablement team. They said they want their managers to start proactively coaching effectively and consistently. Throughout the conversation, everyone kept making a similar comment. “WE WANT ALL MANAGERS TO COACH 70% OF THE TIME.” My response was, “If you want …

Did you just SELL your SOUL for a SALE? Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? I’m not just talking about discounting or sweetening the deal, but compromising your personal values and integrity by taking on a customer who you know simply …

When I ask senior leaders if they have a companywide adopted, universal definition of coaching, the answer is typically, “NO.” That’s why, when managers say they don’t have time to coach, it’s because most companies don’t define what great coaching looks and sounds like. Here’s what this conversation sounds like, and my universal definition of …

Believing is Seeing or Seeing is Believing? How many times have you heard someone say, “I’ll believe it when I see it?” You decide. There was a postmaster who knew everyone in the small town where he lived. A new family moved into the town and asked the postmaster what kind of people live here. …

Would you say you’re a lucky or unlucky person? Do you know someone who, whatever they touch, turns to gold? Then, there are those with the proverbial black cloud looming over their head. So, do you have good luck or bad luck? Is there such a thing, or is your perception your ultimate reality? Read …

  Download Your Free Copy of  The 60 Second Sales Coach  Over 600 Coaching Questions and 40 Critical Conversations to Develop Sales Champions and Coach More Customers to Succeed Coaching is simply the language you use in every conversation. The language of your organization, of leadership and how every exemplary leader communicates. Some coaching conversations …

In this interview with Top Sales World, Jonathan Farrington and I discuss the ongoing reactive scramble companies are experiencing as they desperately try to reinvent themselves. But it begins with your people. As the late, great John Lennon would say, “All you need is love.” Here’s what top managers are doing to lead successful teams …