Uncommon sense, unconventional, possibly controversial, thought provoking and challenging. These posts will equip you to be the best leader you can be, or best Sales leader possible. Categories like Leadership, Coaching, Sales & Marketing, Business Transformation, and Learning offer perspective and insights, provide valuable information, and practical tips and techniques.
Pretty audacious declaration in the title to today's post. Is it really necessary, is it worth it, and who cares? In June's Leadership Fitness Camp we rummaged about in the leader's character toolkit to equip campers in our online webinar series with some practical tools in this journey. As usual we shared 3 key messages directly from our Quota Sales Self Leadership program. We unpacked the HAVAV model exploring that … Read More
Wouldn't it be great if we could declare that about everyone we work with? But alas just not the case. There are those who we don't relate to, who don't follow through with their commitments, or who just plain annoy us. In 60 minutes I recently equipped a room full of Toastmasters with techniques they could apply immediately, so that everyone they work with might say "I love working with you" about them. And when that … Read More
Five words that strike fear in the hearts of most salespeople. Is there a foolproof formula for this objection, this bargaining tactic? Sales people face it regularly. Veterans strap on their armour of experience and enter battle. Rookies often lay paralyzed by it. And everyone hopes the prospect doesn't utter these words, which is even worse as the unstated objection you can't handle, because it wasn't declared. So in … Read More
70% of employees forget what they learned 24 hrs after training, according to current research. You're an employer, so helping them retain what they learned in training is really important, right? After all it's vital to your company to equip employees with the learning needed to competently do their jobs, keep pace with trends, and deliver excellent outcomes. So employer, manager, or HR professional, why is it YOUR job … Read More
"We know more than we think, but don't think about what we know." Insights are beautiful things, and they're not always about discovering something new. Often, at least for the well-educated and amply-experienced among us, insights are about discovering things you already knew assembled in different ways. Fitting the pieces of this jigsaw puzzle of stuff you know into something that's supremely valuable in leading a … Read More
Hitting targets is great, missing them is bad! Performance incentives improve results! Holding my staff accountable improves their performance! Probably sound familiar. So familiar we take these business concepts for granted. Some introspection please... how well are they serving you and those you work with now? And you're probably wondering what that question even means. I'll elaborate. You examine plans, strategy, … Read More
"Concise, insightful, applicable". Just some of the ways this short and powerful seminar's been described by participants. And they've come from a range of industries, include rookie and veteran managers/leaders and everything in between, dealing with challenging issues in getting maximum performance from their teams. In this lunch & learn you’ll uncover how you can more effectively engage, develop and empower others … Read More