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We tend to think of sales coaching as being a tool used only for individual development. When we assemble the sales team, it is usually to have a meeting so that we can transfer information in one direction (from us to them), conduct training (us to them, again), or to collect reports (them to us). Read More

I was interested in reading the Harvard Business Review post, The Dirty Secret Of Effective Sales Coaching. It's an interesting article with many good point and you should read it. Read More

It's hard to practice what we preach.  In honesty, sometimes, I want to just tell people to do as I say, not as I do. It's so easy and seductive to fall Read More

The other day I was meeting with a friend. He's VP of Sales for a reasonably sized company. When I walked into his office, he was clearly frustrated. I asked him what was wrong, he almost leapt at me, "Those guys in corporate want another update on the forecast!, it's the second time they've as Read More

References were a very strong part of his pitch. What he didn't know--because he had apparently not done his homework and because he never asked, was that most of his references had a very negative impact on me. He dropped names of people and organizations that I have little respect for. The more h Read More

Companies pursue different strategies to create a competitive advantage. Each require something different of the sales force. Read More

A client called me today with an inspired idea. He posed the question, “What do you think about a strategy where we created a small amount of friction within our sales organization?” My curiosity was really piqued by this notion. Read More

A friend called the other day. He's a senior executive in the financial side of his company. He was clearly frustrated, saying, Dave, I need your help! The people in this organization and many of the internal functions are killing us. They can't stand the customers! They think everything would be g Read More

Last week’s Office Hours was on the subject of leadership (you can listen to that webinar here). When we scheduled this webinar, I honestly expected the focus of the conversation to revolve around the responsibilities of the sales leader, like getting salespeople to follow the sales process and sim Read More

My friend, Wally Bock, wrote an interesting newsletter last week on Bear Bryant. He ended it with a quote from Coach Bryant, Can people watch you in action and tell what your value ares? I thought about it for a moment, I think the answer is a definitive YES! 100% of the time! Read More