As a sales leader, coaching your salespeople is your top priority, helping them achieve their goals, grow, and improve their sales skills. I’ve written about openness and conscientiousness, two of the personality traits that make up our personalities. This next trait...
Last month, I shared with you about the personality traits we all have in some proportion – it focused on openness. This month, I’d like to share about conscientiousness. Successful sales leaders are conscientious when they coach their salespeople to improve their...
Understanding personality styles is crucial for success as a sales leader, which is why I wrote, “The Relationship Selling Secret.” This month, I’d like to address the five personality traits that need to be considered when we look at success. Personality styles have...
There is nothing like working on a great sales team. Everyone is motivated, energized, and is looking out for the success of the team. I believe there are three fundamental characteristics that high-performance sales teams have. Strong Leadership First and...
The best sales leaders put an emphasis on servant leadership and vision. Like some of you, I’ve worked for sales managers who believed in the opposite of servant leadership, what I describe as dictatorial leadership. Their mantra was, do what I tell you to do and...
When I look back at the best sales leaders that I had the privilege of supporting, there are two more competencies they had that I believe are important to consider. As I’ve shared before, most salespeople don’t leave the company because of the environment or culture,...
In my new book “The Relationship Selling Secret”, I address twelve competencies every sales leader should develop. I’d like to address the second set of three in this newsletter and in the following months we will address the others. Great sales leaders should coach...
In my new book “The Relationship Selling Secret”, I address twelve competencies every sales leader should develop. I’d like to address the first three in this newsletter and in the following months we will address the others. 1. Excellent communicator Everyone talks...
I have exciting news! My new book, “The Relationship Selling Secret: The Sales Leader’s Guide to Empowering Your Team to Increase Their Influence and Generate More Profitable Connections” has just been released and is now available on Amazon. The book is specifically...
As a sales leader you want your sales team to consistently take their skills to the next level. One of the most critical sales training courses you need to provide is on questioning skills. This is one skill, when done effectively, will differentiate your sales team...