Leadership

New Research: Peers Key to Growth

New Research: Peers Key to Growth

As it turns out, the career advice I have been dispensing all this time may be wrong. When asked what to look for in a new job, I often tell people to focus their attention on the manager: What can you learn from them?

5 Ways to Become an Inspirational Manager

5 Ways to Become an Inspirational Manager

We have known for a long time that having engaged team members is better than having people who are simply satisfied. They are 44% more productive - that is like adding a part-time person to your team at no additional cost.

Compelled to Coach

Compelled to Coach

Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with something like, “May I offer you some coaching?” or “Can I give you some feedback?” just minutes after a high-stakes presentation, emotionally-charged sales call or internal meeting gone awry. 

Release The Pressure and Sell More

Release The Pressure and Sell More

In sales we quickly learn that pressure comes with the territory. We typically operate in high-pressure Boiler Room style environments and our leaders focus on keeping the heat cranked up in an effort to motivate us to exceed ever-increasing revenue targets. But it doesn't work. There is a better way. It's time to release the pressure.

5 Ways to Get Better at Asking for Help

5 Ways to Get Better at Asking for Help

It seems like leaders are always lamenting the lack of cooperation and collaboration in their organisations. But more often than not, the culprit isn’t their employees’ unwillingness to give others a hand — it’s the fact that most people simply don’t, or won’t, ask for help.

The Sales Person is Dead. Long Live The Sales Leader

The Sales Person is Dead. Long Live The Sales Leader

“Houston we have a problem!”  is a quote made famous by Tom Hanks in his portrayal of Astronaut James Lovell in the 1995 movie Apollo 13 after their spacecraft experiences massive damage ending their mission to the Moon and putting the lives of the three astronauts on board in great jeopardy.

I chose this quote to open my post because just like James Lovell and his crew mates John Swigert, Jr. and Fred Haise Jr – you, me and everybody in the profession of selling face equally great jeopardy. Let me explain why.