Helping Those Who Won’t Help Themselves

alt text image of a woman with her hand up refusing help

You can’t want something for someone who doesn’t want it for themselves. It doesn’t matter that you can see what they could become, that you see talent being wasted, or that a potential financial gain is being lost. Until they want it for themselves, nothing you do will make a … [Read more...]

Non-Directive Coaching Isn’t Soft

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When I decided to really adopt a non-directive coaching approach as a method to help people grow, I engaged an employee that worked for me about a challenge he was facing. I asked him, “What are some options that are available to you?” He said, “I don’t know. What do you think I … [Read more...]

They Are Not You (A Note to the Sales Leader)

alt text image of cloned businessmen

You were a great salesperson. You were truly special. Selling came easy to you. You were born with the ability to create rapport. You like people and they like you. People have always trusted you, and you’ve always taken on more responsibility than was expected of you. You built … [Read more...]

Mailbag: How Do I Hire a Great Sales Manager

Mailbag: How Do I Hire a Great Sales Manager

Mark writes, “Can you write on the ‘How-to’s’ of hiring great sales managers, setting expectations, compensation packages, and key places to find this unicorn?" How to Hire Great Sales Managers Hiring well is an art form. If hiring is easy, you’re doing it wrong. If hiring is … [Read more...]

When To Take Your Team Off the Field (A Note to the Sales Leader)

When You Take the Team Off the Field (A Note to the Sales Leader)

When you take your team off the field make sure it is achieve the right outcomes. Too often sales organizations take their sales teams off the field to accomplish things that are better accomplished some other way. They take them off the field to cover administrative or … [Read more...]