One of the most fundamental things we see in our business is something that I've coined assumptive management. Let me give you one of my most infamous examples. I will ask a salesperson what are they specifically going to say in the event of a price objection. Typically, what I get is a response such as:" what I try to do is leverage the relationship…" Here's the problem with that response it..

It's a saying I hear all the time from managers, "I don't have time to coach!" However, there are two myths within management communities. First, managers coach already! A lack of coaching is a strong component of management, so if you don't like it, please find another job. Second, managers do have time to coach! No matter the department or manager, people run machines, computers, sales,..

So  often we spend billions of dollars in this country on sales training and sales management programs when in fact one of the most fundamental things affect our ability to sell. It's our culture. Yes, I know many people write about culture but do we really think about culture as a strategic tool when selling to enable our sales teams to be successful? For example, if two employees were sitting in..

Let’s just start with the negative views of both coaches and consultants. There’s a phrase an often heard about consultants along the lines of, “Give the consultant a watch and he’ll tell you the time.” Or, going back to coaching, how they are like consultants with less experience. When it comes right down to it, your business needs them both, and here’s why.

When an employee is disengaged, their motivation, progress, attitude and confidence all plummet. Without proper engagement in their work, employees have difficulty reaching and achieving their goals. As a coach, it can be difficult to coach employees to increase engagement, but here are a few tips that will help. 

We talk often about coaching employees and constantly helping to develop them into superstar top performers.  However, as we have all experienced at one time or another, sometimes it’s not what you say, but how you say it.  If not done in a friendly and open way, employees, or anyone for that matter, could become defensive and closed off.

Are your salespeople really building relationships? Most salespeople believe that they have a great relationship with their clients but if you ask them the following question, “What have you done in the past 30 days to build deeper relationships with your clients?” Most salespeople are not able to answer this question. You now have an opportunity to coach them to build and sustain their..

The elephant in the room literally is nine different attributes that affect employee's performance whether it be learning or performance in the workplace. These nine attributes can affect or detract an employee from performing at their optimal level. For example, if you have an employee who does not feel engaged or connected to his or her boss versus somebody who does they will have fractional..