Well, I’m still at it. If you read this blog regularly, you might recall that I set a crazy goal right after my 59th birthday, back in February, to dunk the basketball by my 60th. I have 6 months left… And it isn’t going well. What I Forgot… I guess I neglected to consider that […]
As you bring on new sales people, the key question is always some form of: “How do we get new sales people up to speed quickly?” In my training and coaching practice, I’ve seen companies truly botch this up. Never intentionally, of course. But, here are a few thoughts on how to onboard new employees […]
This was a question posed at a recent panel discussion I was on. It was to a group of small business owners. I’m usually not a big fan of panel discussions due to the limited time each participant has to speak. But this one was good…Ben Pidgeon, Barnes & Thornburg LLP, facilitated the event and […]
I met Marissa last month at an event I was asked to speak at. She was 27 years old and, while attractive, she didn’t turn heads when she walked in the room. And, she was assertive, but in a serene, comfortable way. As high achievers usually do, she approached me after my speech and wanted […]
Charles Poliquin is a weight-lifting coach. He’s the guy your trainer looks to for advice on proper technique, cadences and exercises. He was on Tim Ferriss’s podcast (Click Here To Listen) last week and he said something I thought was fascinating. Simple, but fascinating. He said if you really want to increase your strength, you must […]
I am blessed to be able to interview top-notched authors and experts in the area of leadership as we launch The Sales Leadership Academy. I spoke to a veteran of leadership coaching, Steve Shallenberger, last week. Steve has worked with Fortune 100 companies for the last 30 years and has a great pulse on the […]
How tedious has it been in the last 20 years to try to keep up with all of the leadership theories and maxims put forth by experts? Leaves us all kind of confused, doesn’t it? Alan Cutler has done an excellent job of sifting through all of the theories and get to what works. In […]
In the lead up to the launch of The Sales Leadership Academy, I have the luxury of interviewing experts in the field of motivation, most specifically, “sales team motivation.” As in, “What role does the leader play in the inspiration and motivation of their teams?” It’s really easy to say (and I’ve said it, too), […]
As part of my sales training for my clients, we hold monthly telephone calls with small groups of sales people. On those calls, we talk about deals they struggle with, opportunities they see and tactics on how to land those prospects. On a recent call, I was asked about goal setting. Specifically, “How much time […]
