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.

There’s a certain stigma surrounding the field of therapy, negative connotations arise when someone mentions the word, and begins to wonder the mental stability of the person in question. However, while it still maintains this stigma, the results of therapy have produced wondrous outcomes for the people who have taken advantage of it. The same can be said for a business that takes advantage of a..