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Why sales managers must protect their calendars

Well, for first-time sales managers, this applies to whether you're adjusting to the pandemic. Because now, you might feel like a first-time sales manager. Again, like, a lot of sellers are feeling like first-time sellers, because everything's...

Yes, You Can Become a Fearless Negotiator!

We negotiate every day, don’t we? Whether it is with our partners over dinner, our kids over bedtime, or in our day-to-day jobs. If only it were always this easy!But let’s face it - negotiating in sales just isn’t fun times for most of us. In fact,...

You Need To Protect Your Time Now

So how many weeks do you think that the average human has to live on this planet? Just take a guess.

How do you close out your year strong when you're stretched thin for time?

A lot of people I talk to don't believe that you can generate a lot of new business in the last few weeks of the year, but I would challenge you in that belief. Because a lot of times it's really just a matter of understanding what are the symptoms...

How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

Book Review How to Change by Katy Milkman

So, have you ever wondered why some things work for you, but not for others? Or why so many of us fail at our New Year's Eve resolutions every year? It is one of the main things that I am writing about in a chapter right now.

Random Conversations About Sales Performance

When Brandon Gracey, Principal at Gaslight Solutions, asked if he could put me on the hot seat about sales coaching, how could I say no? (After he agreed to let me record it for everyone!)

Read on, or watch a video snippet of our conversation around:

Unconventional advice for sales people at the end of the month

Are you like many of the sales people that I talk to who basically disappear at the end of the month because they're busy trying to close deals?

You've probably heard the saying that sales is a numbers game. But it's not.

I know, I know- it’s the...

Your quota is NOT a personally meaningful goal

They say when you are tired of talking about something, that is when people are just starting to get it.I am officially tired of talking about the importance of personally meaningful goals and how to create them.But there is still a long way to go....

To coach or not to coach is NOT the question

 

There is just too much evidence to deny the ROI of 1:1 sales coaching on team performance. I could cite the CEB research that shows that salespeople who are coached at least 3 hours a month achieve an average of 7% over quota.