Guidelines for Use of Call Recordings in Sales Coaching

Guidelines for Use of Call Recordings in Sales Coaching

Guidelines for Use of Call Recordings in Sales Coaching I just put this together for a new client who expressed concerns about his team’s response to the use of call recordings for coaching, since they had never done it. He was worried about resistance to a new level of accountability that might impact morale. He was also concerned it might make his folks fearful of … Read more

The First Step When You Take Over a New Sales Team

The First Step When You Take Over a New Sales Team In A Proactive Sales Leader Knows How to Increase Sales I provide a sequenced checklist of recommended activities for a new Sales VP who is taking on leadership of a new sales team. This is the equivalent of what a new coach might do when she takes over a new team. In this sales … Read more

Leading Change through Sales Methodology Training

Leading Change through Sales Methodology Training Creating change in a sales organization requires a sales leader to utilize sales methodology training. Change is hard because most people take the path of least resistance and gravitate toward old habits. Leading a sales team starts with putting your sales playbook in place. If your new sales methodology makes their job easier, the sales team will use it. … Read more

A Proactive Sales Leader Knows How to Increase Sales

A Proactive Sales Leader Knows How to Increase Sales This tip provides a series of sales leadership activities, recommended by sales leaders who know how to increase sales. The sequence starts with suggested actions when you first take over a new sales team. Following these initial actions is a cadence of annual, quarterly, monthly and weekly activities to drive a high level of sales performance. … Read more

Proactive vs. Reactive Sales Management

Proactive vs. Reactive Sales Management The Problem with Your Game If you hired a golf pro, what would you think if he said, “The problem with your game is that the ball does not go into the hole early enough and often enough!” As ridiculous as the golf coach’s advice is – and let me ask this very gently – is it the sort of … Read more

Style Matters - Sales Star Coaching

Style Matters

Style Matters The first televised presidential debate between John F. Kennedy and Richard M. Nixon in 1960 revealed an important insight into the criticality of non-verbal communication. People who watched the debate on television thought Kennedy won the debate decisively. People who heard the debate on the radio, by contrast, thought Nixon won—by an even wider margin. In all acts of persuasion, style trumps substance. … Read more

Ability Matters - Sales Star Coaching

Ability Matters

Ability Matters   In 2010, Washington Redskins’ two-time All-Pro defensive linebacker Albert Haynesworth was suspended without pay because according to head coach Mike Shanahan he would simply not cooperate with the team’s coaching staff. The crux of the problem was that the Redskins switched from a 4-3 defense (within which Haynesworth had excelled for his entire career), to a 3-4 defense (within which he felt … Read more

Activity: A Recipe for Success

Activity: A Recipe for Success Activity Matters Activity is really just about how a person spends time. A recipe for optimizing sales activity is: Set a clear goal – For example $1M in revenue in the next 90 days. Identify the four top high payoff activities required to achieve the goal. Examples include, prospecting calls that lead to discovery meetings that lead to Mutual Action … Read more

How your beliefs impact sales success

How Your Beliefs Impact Sales Success

How Your Beliefs Impact Sales Success Beliefs Matter Most of us are familiar with the old saying: “I’ll believe it when I see it.” Most of us have probably said it ourselves. And meant it. Unfortunately, it isn’t mostly true. It may actually be more accurate to say, “I’ll see it when I believe it.” What we believe matters. The fact is that in the … Read more

Moral Matters - Sales Coaching

Is Morale Coachable?

Is Morale Coachable? Morale Matters Any connoisseur of great sports movies (and anyone with a pulse who saw the movie Miracle about the gold medal men’s hockey game between the USA and the USSR in the 1980 Winter Olympics at Lake Placid) knows for sure that morale matters. In the movie, coach Herb Brooks (played by Kurt Russell) delivers perhaps the greatest pregame locker room … Read more