Category Archives: Coaching

Leaders, Flex to Your Teams

Shelly was a senior sales executive, with over 30 years of selling experience in the energy segment. She valued her style as an activist leader, and her ability to leverage years of experience to help her teams beat their objectives. … Continue reading

Posted in Coaching, Communications, Emotional Intelligence, Leadership, Team Development | 2 Comments

Coaching the people who are better than you are

Jane was a solid sales professional and leader, but as a coach she was failing her team. During her ten years of experience as a sales manager, she had been regularly ranked within the top third of her company’s performance … Continue reading

Posted in Coaching | Leave a comment

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

Are we really coin operated?

As a recovering sales manager, I have always laughed at the proposition that “sales people are coin operated”.  Notice that I said I laughed, not that I didn’t agree. What would you say if I told you that quite a … Continue reading

Posted in Coaching, Coaching Sales Professionals, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Leave a comment

What’s Your Love Language to your Team?

Servant leaders love their teams and develop them as they lead. Here are five Valentines messages that a great leader might send to their team.    

Posted in Coaching, Equity, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Leave a comment

Soft skills enable hard edged selling

What are you doing with your sales teams to help them step up to increasing expectations from sophisticated executive buyers? From my perspective, the worlds of selling, consulting, and coaching are converging in ways that are going to significantly improve … Continue reading

Posted in Coaching, Coaching Sales Professionals, Emotional Intelligence | Leave a comment

Solution Selling is Dead! Long Live Solutions Selling…

As a recovering sales executive, I was very interested in this quote from a recent Harvard Business Review article, reviewed in the attached (short!) video. (First in a series of three on this topic.) “Most reps rely on a customer … Continue reading

Posted in Coaching, Coaching Sales Professionals, Emotional Intelligence | Leave a comment

How can you say, “It’s not just about the numbers”?

I want to use this column to explain what I mean when I say “it’s not just about the numbers”. In business, the viability of a firm depends on its ability to create the numbers it needs to exist! No one … Continue reading

Posted in Coaching, Leadership, Organizational Culture | Tagged , , , | Leave a comment

Salespeople provoke your customers… Sales Leaders, provoke your team!

Is Solution Selling Dead? In an excellent article from the March 2009 Harvard Business Review, Philip Lay, Todd Hewlin, and Geoffrey Moore (Crossing the Chasm) suggest that “solution selling” is getting long in the tooth, and prospects are getting hardened … Continue reading

Posted in Coaching, Leadership, Team Development | Leave a comment