Sales Performance Blog

How to Avoid Being "That Boss": Keeping Your 'A' Players on the Team

Recently I was speaking with a friend about a significant reorganization that is happening at the company at which he works. When I asked him how he felt about this reorganization he told me he was very excited. His answered surprised me.  Most people going through this kind of change are more nervous than excited. His answer to my question about why he was so excited was very telling. His exact words were, “I won’t have to work for my current boss anymore!” 

Read More

Categories: Sales Leader, Sales Tips, Sales Coaching

3 Tips for Implementing a Sales Training Course and Improving your Golf Swing


As much as I enjoy playing golf, I have come to the depressing conclusion that I am not very good at it.  And the likelihood of me getting any better is very, very low.  In order for that to happen I would need to spend some time with a professional golfer to get my swing fixed, then I would need to spend a lot more time on the range and putting greens.

Read More

Categories: Sales Leader, Learning and Development, Sales/Business Development

5 Behaviors that will Increase Sales Effectiveness

No Respect for Sales

Let’s face it: the profession of sales doesn’t get the respect that it deserves. It is commonly said that sales is the world’s second oldest profession… and it’s often confused with the first.  Usually when people hear the word “salesperson” the images that come to mind are of a sleazy, slimy, slick, fast-talking, plaid-suit wearing used-car salesman!

Read More

Categories: Sales Leader, Sales/Business Development

The Importance of Sales Skills When Things Are Going Well

According to physicians, one of the most startling recent trends in US health care is the explosion of Type II Diabetes cases.

According to the most recent statistics, 25.8 Million people in the US are living with this disease (over 8% of the population). And perhaps what is most shocking about this disease is this: in most cases, it is completely preventable.

When patients are diagnosed with Type II Diabetes they are typically told that they need to start eating healthy and exercising regularly. A friend of mine who was recently diagnosed told me how much he regretted the fact that he hadn’t already been doing these things when he still felt good—before he started experiencing the symptoms. For him it would have likely prevented the onset of the disease.

So what does this have to do with sales skills?

Read More

Categories: Sales Leader, Learning and Development