Open Sesame...6 Ways to Get Prospects to Open Doors

Typically when you mention the word “prospecting” to a sales rep, they cringe. People will easily admit that networking events are their least favorite activity, however the successful reps have found that networking is critical to their success. Having reps put together a prospecting plan will keep a constant flow of business coming in the..

The 4 A's of Employee Coaching

How to leverage the 4 A's of coaching to build better employee Performance:

• Attitude - do you as a coach possess the proper attitude toward coaching? Before you answer, do you look at employees when they make mistakes with anger or frustration, or do you look at it consistently as an opportunity to build a better employee?

• Actions - When coaching, are you..

5 'Big Picture' Coaching Tips

1. Business coaching is a process NOT a destination.  Don’t get hung up if you don’t see the progress your looking for right away, keep trying.

2. Only target 1 - 2 performance areas at a time.  More than that is just too much for someone to handle and be successful with.

3. Coaching is about being proactive, while management is about being reactive. Keep any eye out for..

C.H.A.N.G.E.

Change is a hard word to muster for most people. We don’t like it, and we don’t want it. However, it is necessary. If companies never changed, people would not be provided with a better service or a safer product. Businesses recognize that change is necessary, and that does not necessarily just apply to the product or service that they sell. Employees also need to experience change...

The (Not So Secret) Formula to Successful Sales Coaching

How To Deal With Bad Apples

Bad Attitudes can hinder a business but with coaching they can be solved. Bad attitudes can tear co-workers apart, can decrease productivity through out the office, and make co-workers unwilling to work together.

Now You're Speaking My Language...How to Be Well Received

We talk often about coaching employees, and constantly helping to develop them into superstar top performers. However as we have all experienced 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. This..

A value driver is what drives a customer's decision. An objection is a cry for value so if sales teams understood customer's value drivers they would be less inclined to lower their price. It requires in-depth needs-based selling questions, listening and I mean REALLY listening, and delivering your benefits in direct correlation to their value drivers.

RIP Employee Performance Review, You Will NOT Be Missed

Years ago I was walking through a client site, it was strangely quiet and all the manager's office doors were shut. I asked a manager, “What’s going on around here, why is everyone so quiet today?” He responded by explaining that all the managers were busy doing their yearly reviews of their staff, and that they were due to HR by the end of..