Posted on Monday, April 5, 2021

Tough Decision? Flip A Coin

If you’re stuck on a tough decision, this simple trick helps you discover the path to follow.

We face tough choices in business. You might have to make a decision you don’t really want to make—for example, whether to keep a salesperson or manager on your team—and keep kicking that decision down the road instead of facing it.

I understand! As relationship-based salespeople, we like people and value our relationships with them. It’s hard to know if our emotions are clouding our judgement, or even know what our gut is telling us. It’s even worse if we’re constantly battling decision fatigue. So what can we do?

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Posted on Monday, March 8, 2021

You Win When Your Team Wins

Don't forget to give credit to the team that contributed to your success

Salespeople love winning. It’s pretty thrilling when you earn that incentive vacation trip, and it feels great to have your hard work recognized at sales rallies or company meetings. Bask in the glory! You earned it, right?

Sure, you earned it—with help from a huge network of people who have your back!

The sales champions who win year after year, always crushing old sales goals, consistently earning the top awards—they love being in the spotlight. But they never forget this:

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Posted on Monday, January 25, 2021

Send Joy To Stay Positive

Chances are, you’ve met a few “Mr. No Joys” in your life. Here’s how to deal with them and stay positive!

If you read my blog regularly, you know there’s a character who I mention from time to time. I call him “Mr. No Joy.” He represents all the mean, rude, or miserable types we all have to deal with, but he’s based on a real person I encountered years ago.

My experience with Mr. No Joy taught me some valuable lessons for how to deal with negative or disrespectful people, and how to protect and increase the joy in my life. In a nutshell, you need to:

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Posted on Monday, November 30, 2020

The Sales Promise You Can’t Keep

Scarcity Thinking Leads to Over Promising

There’s a common trap in sales that good people are falling into, and it could be killing your business.

Abundance is an ideal trait that all top performers have. It’s critical to your success. Are you familiar with the idea of an abundance mentality?

Stephen Covey popularized this idea in his essential Seven Habits of Highly Effective People, and it’s a valuable way of looking at how we interpret and interact with the world around us. An abundance mindset is one of my core values, and every day I teach my clients about abundance and its counterpart, scarcity.

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Posted on Monday, September 7, 2020

Is Sales the Right Career for You?

As a sales coach, I get asked this question all the time: “Is sales really the right career for me?” And you know what? Sometimes the answer to that question is no. Not everyone is built to enjoy it and thrive in sales.

If you’re new to the sales world and thinking it might not be a good fit for you, or if you’re not seeing the kind of results you want to see from your sales career, maybe it’s just not what you’re destined to do. There are a few specific questions you can ask yourself—and answer honestly—that will reveal the truth.

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Posted on Monday, August 24, 2020

Having Difficult Conversations with a Team Member

Most of us don’t enjoy having difficult conversations. Whether we’re saying or hearing the phrase, “We need to talk,” we know that it’s typically not going to lead to a fun conversation.

However, when we don’t discuss problems, we risk allowing them to fester and worsen. Thankfully, there’s an easy formula to follow for every hard conversation you’ll ever need to have.

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Posted on Monday, August 3, 2020

Use Consistency to CRUSH Your Sales Goals

Winning a championship isn’t easy. It takes tireless work and dedication. Getting that trophy, or that medal around your neck means that the blood, sweat, and tears shed along the way paid off.

What I find very interesting is just how many individuals and teams crash after the big win. I’m sure that injuries or personnel changes play a part, but many of the stories show that they’ve taken their foot off the gas.

If you want to become—and remain—a top producer, you don’t get to coast after you have a big win. Consistency is non-negotiable.

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