TSS SALES TRAINING GAWDA (PDF)

Coaching and Motivating Through Values (PDF) (PDF contains visuals)   George Bernard Shaw spoke truthfully when he said: “The single biggest problem in communication is the illusion that it has taken place.” Scenario One: Sally loves helping her fellow employees solve problems. Her coworkers view her as the go-to person. They know they can always […]

When a culture of trust exists in an organization listening skills on the part of the leadership team are well known. The effect of those skills on an organization causes people to work hard and willingly comply with standards. Customers can sense when your employees are energized. The customer is naturally drawn to your company because they want to share in the enthusiasm. In turn this state of mind makes retention easier.

My purpose in writing this piece is not to discuss all the contributing factors to failure of those in the position, but rather to address some of the hidden reasons for lack of success. The Sales Manager (SM) is one of the most difficult positions in a company. The success of the position directly impacts the profitability of the company.

Leadership requires the ability to coach and mentor. Mastering this skill is reflected on how well each team performs.

The Impact of Company Culture (PDF) Company culture has been defined as “the specific collection of values and norms that are shared by people and groups in an organization and that control the way they interact with each other and with stakeholders outside the organization.” In addition to the organizational culture, there are also subcultures […]

THE CULTURE OF DISRUPTION_Connection to EQ (PDF)

A community college asked me to provide clarity and process to a sales organization in a local business. A program designer was also invited by the college to potentially build an internet solution for the prospect company. While meeting with the executive team this young man was sporting a wireless earpiece for his phone that […]

What does emotional intelligence have to do with good decision making? The answer is everything. Have you ever made a decision when you were really angry? Looking back did you realize that making the decision you did wasn’t a particularly good idea.

Many people make the mistake of thinking that if they just clearly articulate a message for change, that message will be accepted and acted upon. Wrong! People will do things only when they see the value of change and when they are ready.

Who today isn’t struggling at some level with life’s anxieties? Some of the causes are family issues, health issues, financial concerns, work environment or a combination of factors. While some people struggle to manage internal emotions; others may have learned how to regulate their feelings. In either case improving the way we cope with life’s anxieties is an important skill to master.

Just as the natural world benefits from connectedness we can benefit from being connected to each other. Commercial organizations need diversity to become more creative. Harnessing the power of workplace diversity has become an important issue for management today.

Leaders have a huge influence on or actually create the values of the company by what they believe is important. In turn, they bring on board others who value the same things. Thus the leadership model creates the cultural norm.

Strategic planning forces organization leaders to answer the questions: “Where are we going? What should we be doing? How will we do it?

In these challenging times organizational trust is vital to the future of any organization. How do you achieve it?

Individuals with strong personal accountability will not make excuses for bad decisions. They work hard to identify what caused the bad decision and focus on correcting the problem ensures future success.

Companies cannot afford to have a single person disengaged, non-productive, focusing on the wrong things or employing the wrong skills.

What You Need To Know About Motivation (PDF) Critical Job Skills Vital In a Recession (PDF)

The Art & Science of Recruiting (PDF)

The Importance of Selling the Company (PDF) Open-Ended Questions (PDF) Are You Playing Their Favorite Song? (PDF)

Are you looking to jump-start your sales career, achieve your goals and improve your close ratio in 2007? If so, here are the top ten tips to help you meet and exceed your goals.

A great leader has the capacity and capability of executing powerful conversations. Conveying the territory, building relationships and producing results are all tied to their ability to communicate well.