“Their hand on the front door”

  For sales professionals, everywhere.   One of my very favorite top producing salespeople worked for Star Furniture in Houston for years. When she first arrived there, she leap-frogged over the longstanding #1 salesperson and never looked back. As I am always … Continue reading

Obstacle or Vehicle?

For sales professionals, everywhere. When evaluating a sales interaction with a customer, ask yourself: Am I paving the way for them to make a decision or am I IN the way of a decision happening? I observe salespeople inadvertently blocking … Continue reading

Coaching Attitude

For sales managers, everywhere
As sales managers, all you can really coach is performance – which means actions. Actions past, present and future.

Action
Actions are the only thing that produce results. You can’t coach numbers, results, statistics…you can only use those to coach and support actions taken or not taken. And you surely can’t coach attitude…because when you do, you usually get MORE of it.
What you CAN coach that addresses attitude, however, are the actions associated with it.
Take a look – when you coach, WHAT are you coaching? Is it really a training issue (they don’t know HOW to do something) or a coaching issue (they are attempting the action and doing it poorly or inconsistently)? Are they really ‘lazy’ or do they not have a clear idea of the up system or are they not structured to manage actions in time?
Check in and if you need some assistance with this, give me a call.
Now, go help your team to sell something.
oxo,
Jody
Jody Smiling Photo copy