Categories: Sales Productivity
Well it happened again! I woke up the day after a big sporting event and read the news a little perplexed. The headline read, “Super Bowl draws lowest TV audience in more than a decade”. Another read, “Boring game plus New Orleans rebellion leads to ratings drop”.
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Categories: Sales Qualification | Talent Management
Very often in our engagements, our customers ask us to comment on their people. They ask questions like, “What do you think of our people?” and “Do you think we have the right people?” These are very common questions. Before I answer these questions about anybody’s people, I like to dig in a little further. I always ask them to tell me, “How do you define success in this or that role?”. It's amazing how many people struggle to give me a measurable answer to this question. A lot of people tell me things like, “They have to be smart”; “They have to have grit”; and my all-time favorite, “They have to have it".
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I recently had the great pleasure of fishing with my dear friend, Dr. Bill down in Florida. Dr. Bill is one of the top doctors in the country in his field. This fishing trip was similar to the countless others we had taken, where we spend the time catching up on life and discussing our professions. Even though he is in medicine and I work in a sales consulting company (Hey, I could have been a doctor, it was all that medical stuff that got in the way, HA!), our talks about work are extremely stimulating for both of us.
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Categories: Sales Coaching Tools
There have been so many times in my life when I’ve admired the resiliency in others. The ability to recover quickly despite loss, hardship, or other difficulties is no easy feat. The quality is not to be underestimated. This past year showed me my own resiliency. 2017 was a difficult year for me. I experienced personal loss of family and friends which took the wind out of my sails. Even in their final days, each of these people stood in the face of incredible pain and their own mortality. It was so admirable and forced me to reflect on my own resiliency. I asked myself, “How resilient are you?” I didn’t necessarily have an answer and still don’t, but have found some clarity in reflecting on the topic recently.
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Categories: Sales Coaching Tools
Years ago at Xerox, I remember sitting at my desk late at night. In my hand, was my commission statement for the 4th quarter. This commission check would be the largest of my sales career. I absolutely blew the doors off of my business. I was the number one rep in the region for the year and I earned another trip to Hawaii. So why was I miserable?
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Categories: Sales Leadership
Bowling Green, Ohio is one of the flattest places on earth. However there is one area located on the campus of Bowling Green State University which, at times during football practice, looked like Mt. Everest to me. This area is known as “The Hill” to BGSU football players. I hated this hill and this hill hated me. It stands ominously on the outskirts of the BGSU practice field. The players are sent to run this hill for basic conditioning and also as punishment for screwing up. In other words, me and this “Hill”, we got history. Recently, this hill has come to have special meaning to me. It’s become a symbol of being uncommon. So much so, that I wanted to share the story with you.
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