Are your weekly sales meetings building your team, your credibility, and your company’s sales or destroying morale and motivation, and undermining your authority? Unfortunately, most sales meetings do far more…
Your Client has a Vested Interest in that Referral They Just Gave You
I hope you are generating referrals from your clients. If you’re not you should be, as referrals are one of the most effective ways of growing your business. But know that…
Are You Deserving of the Title of Sales Leader?
Over my three decades in sales I’ve seen many sales managers. The vast majority fall into one of these four types: 1. The Prefect The Prefect sees their job as…
When Conflict is Good
“Diane, I’ve sat through three of your team’s executive meetings, one board meeting, and a couple of regional meetings. One of your company’s biggest problems is there’s no conflict. No…
Understanding the 4 Pillars of a Successful Referral
At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given…
Have You Lost Your Team’s Respect?
Every day there are tens of thousands of sales leaders who are trying to manage a sales team that has lost respect for them – and many don’t even realise…
Common Destructive Management Styles
I’ve helped many new managers to transition from seller to manager, and existing managers to become more effective. One of the recurring issues I’ve discovered is a misunderstanding of what…
Put An End to Pointless Sales Meetings
“Paul,” said one of my coaching clients the other day, “I swear if I have to sit through another Monday morning sales meeting I’ll quit. They’re supposed to be an…