Sales people MUST possess an upbeat and powerful attitude all the time. But, managers must also have the ability to focus, coach, and develop each rep's attitude as an element of their job! Why, because so often our attitudes affect the way we learn, how we are perceived, and ultimately how we approach our job day to day!

My sales staff hates to role-play: WHO CARES

WIFT: "What's In It For Them"?

Skills do NOT get better on their own, rather managers need to facilitate the dreaded role-play sessions! But why not make them fun and challenge sales people's competitive juices. Facilitate coaching sessions whereby reps role-play and score on another and than rotate partners. At the end the person with the highest scores will win an award.

We all have them in life ... the people who are just down and who want us to join them in being down. You know the co-workers who complain about everything. Negative Nancy. Debbie Downer. Moody Rudy. These are all expressions we’ve heard before to describe people with a particular demeanor that can bring down the mood. But when it comes to sales and customer service these types of people don’t..

Now that your employees are motivated and ready to give it their all, managers need to take this opportunity to show their sales teams that they can, in fact, perform on a far greater level than what they believed possible.  All it takes is a little brush up of the skills that it takes to succeed.

It’s Monday morning, a self-described (blank). The sun is shining, the birds are chirping and employees are coming back from a fun-filled weekend. The thought of work is enough to give someone the “case of the Monday’s” on a Sunday night. So what can you do as a manager to motivate your employees to come in and do more than just get the job done?

The following blog post will examine the 4 A's of coaching and how we can leverage them to build better employee performance: