As we watch the world’s leaders attempt to manage the COVID-19 pandemic, we can see how careers and reputations can be made or broken depending on how a leader manages a crisis. During this time, corporate leaders are facing the same scrutiny and challenges as government leaders. All of our leaders are being called to…

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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…

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As a sales performance consultant, I’ve recently seen several enterprise level proposals stalled or killed, as well as already embedded methodologies sidetracked by shiny new initiatives from other functional groups. As I took a minute from the ground tactics to see the larger picture, I noticed a few trends that are impacting organizational improvement initiatives.…

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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…

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I’ve been working with salespeople, sales managers and sales leaders for most of my career. All of these years, I’ve helped them through training, coaching and other performance-based mechanisms. I probably don’t need to tell you about the efficacy of all of these wonderful interventions—it’s pretty dismal. Very few of these projects achieve intended results,…

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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…

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Two-time Olympic gold medalist and FIFA Women’s World Cup champion Abby Wambach’s now famous commencement speech to the Barnard College 2018 graduating class moved me. (You can read it here or watch it here–it’s worth the 25 minutes.) My passion for developing and supporting leaders and helping sales organizations improve is matched by my passion…

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