Sales leadership is not a position but a practice. As a sales leader you have enormous responsibility for nurturing your salespeople to success in not just achieving their budget goals, but to learn and grow by understanding all the facets of sales. Leadership needs...
If your goal was to be a golf pro, chances are you would hire a coach, take lessons, and start training. When I decided to enter a career in sales, my company put me through a nine-month rigorous sales training program. Three months were spent on product skills and...
This month, I'd like to share about the program I designed to help participants first learn their Personality Style, then how to use it in business and at home. Program: The Keys to Relationship Selling Success When you or your team is struggling to understand and...
This month I'll continue to write about personality traits, focusing on agreeableness. As I left the house with my wife Betty, she made the comment, “Wow it’s cold outside!” My immediate response, being a cold-blooded person and from New York, “No it’s not, it’s nice...
This month I’ll continue to write about personality traits, focusing on whether a person is an extrovert or an introvert. The definition of an extrovert is, “Someone that gains energy in a crowd,” which describes me to a T! How do you feel around extroverts? Other...
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...