The Importance of Questions
Just as salespeople can easily get wrapped around the gears of talking about features and benefits,...
Posts about high performers
Psyched to Sell
How excited is your sales team? How passionate are they about your product or service? There's...
Cost Per Opportunity
As the old saying goes, management gets what management measures. What would happen if you put some...
Is the MVP of Your Sales Team like Giannis Antetokounmpo?
Who is the MVP of your sales team? Milwaukee, Wisconsin, where our office is headquartered, happens...
Goals-Based Coaching
Do your sales leaders keep it simple when it comes to setting goals for their team? One of the...
Living in the Land of Ahs
One of the things that absolutely destroys sales is when the buyer perceives a lack of confidence...
What Makes Your Sales Team Likable, Knowledgeable, and Memorable
Salespeople and sales leaders often ask us: "What can I do to stand out?" This is particularly...
Creating a Healthy Coaching Environment in Sales
One of the barriers sales leaders encounter when trying to establish a consistent coaching rhythm...
Wanted – Humble Sales People
One of the challenges when you're hiring salespeople (or coaching them) is the dichotomy between...
Two Great Sales Lessons From the Film Free Solo
A few weeks ago I was flying across the country, and was able to watch the Oscar-winning film Free...
Leveraging Sales Enablement Practices that Drive Performance
How much focus do your sales managers put on conversation speed and tonality when they coach their...
How to Retain High Performing Sales People
Over the years you may have noticed a difficulty in keeping your highest performing sales people on...
How Many All-Stars Do You Have on Your Sales Team?
The NBA All-Star game is upon us and it should be a great display of athleticism. Some argue that...
5 Old School Sales Habits of High Performers
I have the privilege every week of coaching and working with high performing sales people. I also...
Questions Your Sales Leaders Should Ask Halfway Through the Year
Yesterday marked the end of June, which means if your company runs on a calendar year you've hit...
What UNC Coach Dean Smith Taught Us About Sales Metrics
Legendary University of North Carolina basketball coach Dean Smith died on Saturday. Sales...
Coaching Rhythm and Texting While Driving
My last post talked about the challenges of teaching my middle daughter, who recently got her...
A-Player Only Strategy: When Improving Sales Impacts Other Areas Of Your Business
What happens when you hire and develop A-player sales people and sales leaders? Your company...
High Performing Sales People - How to Identify And Keep Them
High performing sales people are customer centric and have the ability to execute and produce...