Sales Coach or Sales Manager?

Sales Coach or Sales Manager?

I had a great conversation with a sales coach recently.  Individual clients hire her to improve their effectiveness, similar to a life coach.  I was curious about her process so she shared with me how she engages with clients.

I was humbled to learn that I had been using the terms sales manager and sales coach interchangeably.  Boy was I wrong.  There is a significant difference.  My analysis is this:  Sales managers tend to tell people what to do and how to do it.  Sales coaches don’t give the answers, they ask the individual what he thinks he could do better, […]

Have Your Sales Team Go for No and Watch Sales Results Soar

I just finished a great easy read book by Richard Fenton and Andrea Waltz. Go for No!: Yes Is the Destination, No
Is How You Get There. [Vancouver, WA]: CourageCrafters, 2008. Print.  It is a great book, not just for salespeople but for anyone who is letting self-imposed limiting beliefs get in the way of success.  One of the common weaknesses we find in salespeople when we evaluate them is that they have a high need for approval.  They need to be liked more than they need to close the business.

You may have some of those folks on your team as well.   They don’t […]

Elizabeth Smart, a Most Unexpected Teacher for Salespeople

Elizabeth Smart, a Most Unexpected Teacher for Salespeople

I had the privilege of listening to Elizabeth Smart yesterday. I was a speaker at the PERS Summit 2013 in Park City, UT and she was a keynote speaker. I spoke about the DNA of a salesperson and discussed how to hire sales superstars.  Smart’s message was much more of a life lesson as she described her experience and she had an incredible impact on the audience. She was the 14 year old who was kidnapped from her home in Salt Lake City on June 15, 2002 and was held captive for 9 months before being rescued.

Her presentation gave details […]

Are You Nudging Your Sales Reps Regarding Technology Appropriately?

Are You Nudging Your Sales Reps Regarding Technology Appropriately?

I bought a new Windows Surface Pro computer this weekend.  It’s one of those Windows 8 half tablet/half computer things.  Small and lightweight.  Perfect for my travel needs and it was just in time.  My tablet conked out permanently on Saturday.  I am traveling right now with just the computer and my phone.  I have less to carry and more technological firepower.

But this is not a review of equipment, although I would highly recommend checking out the Surface Pro.  The experience of buying this piece of equipment and then being exposed to new apps and software caused me to be […]