Facing Your Resistance To Change And Moving Past It

I consider myself an agent of change. I’ve spent most of my career as a consultant, helping organizations improve sales results via some kind of change in training, coaching, technology, or leadership. For these interventions to deliver results, the people involved also need to change their beliefs, practices, and behaviors. However, most people don’t like…

Read More

Thriving Through Uncertainty with Optimism and Acceptance

Dr. Robert A. Burton is a neuroscientist who has studied brain scans of people who demonstrate absolute certainty on a specific topic or issue and compared them with scans of people who practiced less certainty in their lives. In his book, “On Being Certain: Believing You Are Right Even When You’re Not,” Dr. Burton writes…

Read More

Why You Should Develop A Coaching Practice Before A Crisis

Many sales managers and leaders embrace coaching for themselves and their teams when facing a crisis. Certainly, the motivation for change is strongest at this critical point. However, the chance of creating or cementing any lasting change when putting out fires is questionable. The International Coaching Federation reports that 85% of organizations have experienced an…

Read More

This Mindset Shift Can Make You A Sales Coach

When companies train sales managers to be more effective coaches, more of their reps meet their sales quota and revenue increases, according to the Association of Talent Development. This correlation alone should be enough motivation for companies to train sales managers to be coaches. However, in my experience, most sales managers have never been appropriately…

Read More

You Need To Know How To Diagnose A Revenue Gap

In his book, “When Breath Becomes Air” neurosurgeon Paul Kalanithi discusses an informal diagnostic practice he developed with a fellow surgeon in the stress of the trauma room. They would use the size of a state’s population to summarize the severity of a head injury. For example, one patient may be a “Wyoming” and another…

Read More

Is Your B2B Sales Process Changing To Meet Buyer Needs?

Recently, I had the honor of attending the 2018 Miller Heiman Group Global Sales Conference in Cancun. As an Independent Sales Consultant for Miller Heiman Group for many years, this is by far the most exciting time in the company’s history. I’d like to share a few highlights for my fellow sales, service and leadership…

Read More

Why Coaching Salespeople Doesn’t Always Deliver Results

Coaching is a hot topic at the moment, particularly coaching salespeople. It’s one of the many levers that leadership can pull to improve performance and influence revenue. And, it works. According to CSO Insights, organizations with a formal or dynamic sales coaching approach see win rates improve by more than 27 percent and rep quota…

Read More