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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Categories: Adoption and Reinforcement | Sales Coaching Tools
Providing constructive feedback to your sales team is an integral component of being a sales leader. As a sales manager, you're charged with training, motivating and counseling sales professionals on a daily basis. Your sales team members look to you for professional development, and expect you to prepare them for achieving success by providing the necessary resources, guidance and knowledge.
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