Sales Manager or Empowering Coach Part II

Last time we left off listing the three main reasons sales managers don’t coach. As this post begins I want you to look in the mirror and see a developing coach. To be able to do that, it is important to understand where your sales people are emotionally, so you will...

Sales Manager or Empowering Coach Part I

Managers know how important it is to get the most from their sales teams, but most don’t really know how to accomplish this. It seems that there are two kinds of leadership; one based on controlling people and another based on empowering people. I probably don’t need...

WOW! That’s a Lot of Dead Presidents

If you were to ask a group of primary school kids what they should do if they were on fire, I guarantee a high percentage would automatically respond with, Stop, Drop, and Roll. Likewise, if you asked a group of salespeople what to do when a prospect tells them their...