Monthly Archives: August 2013

How are you showing up for your people?

“80 Percent of Success is Showing Up”    (Woody Allen) I joined Hewlett-Packard in 1981.  My second level sales manager was a character named Bob Sandefer.  Bob had already been around HP for over 25 years and was a legend with our … Continue reading

Posted in Coaching, Coaching Sales Professionals, Employee Engagement | Leave a comment

Give up the role of expert

The sales effectiveness literature is full of descriptions of the benefits of coaching for sales leaders.  In a study of 2400 sales organizations, the Sales Executive Council found that sales teams that reported three or more effective hours of coaching … Continue reading

Posted in Coaching, Coaching Sales Professionals, Leaders as Coaches, Leadership | Tagged , , , , , , , , , , | Leave a comment