Sales Coaching
Leadership – The #1 Driver to Sales Performance Part IV
Myth #4: When coaching, focus on skills. The last few blogs have focused on the #1 characteristic of high-performers: desire, including how to create it, how to measure it, and how it affects coaching. Now I want to attack a myth about evaluating performance. Instead of starting with sales strategy skills, you should start with…
Read MoreSales Management – The #1 Driver to Sales Performance Part III
If you’ve been following along with this sales management series, Sales Management Myth #2: You Can’t Measure Desire. With the last blog in our sales strategy series, we explored a topic that’s even more important than coaching: igniting the desire to be coached. Often when I teach a workshop on leadership and coaching, I’m asked…
Read MoreWhy are Sales Management and Sales Enablement Leaders Failing?
I’ve recently attended two conferences for sales management and sales enablement leaders. They were different events, but they both had the same focus: Even though the economy is growing, sales performance is not. So what were both conferences about? Finding the next big fix. That’s probably why so many sales productivity tools are so hot…
Read MoreTop Coaching Methods That Drives Successful Results
This week on sALES with ASLAN®, VP of Marketing Scott Cassidy chats with ASLAN President Marc Lamson on sales coaching and what it means to lead and manage successfully (hint: It starts with a nice beer on Friday afternoons). Scott Cassidy: Welcome back to another episode of sAles with ASLAN with the little S in…
Read MoreExit Principle: The Sales Strategy You Need To Get A Commitment
In 2001, on 9/11, a good friend of mine, John Cerqueira, was on the 81st floor when a plane hit the building in the North Tower. But instead of him bolting from the building, he stopped to help a woman in a wheelchair down 80 flights of stairs. Because of his heroics, he was invited…
Read MoreAssessing the Sales Strategy of a Large Organization: Step 1: Redefine Capabilities
Step 1: Redefine Capabilities When you’re ready to assess the sales strategy of a large organization, here’s the first step: Simplify and quantify what you want to measure. An easy way to start? Think about how you would assess a golfer. Golf has four basic capabilities: Driving the ball off the tee Hitting irons Chipping…
Read MoreTrying to Assess the Sales Strategy Effectiveness of a Large Organization?
When you’re trying to assess the sales strategy effectiveness of a large organization, your first goal should be this: to understand the needs of the sales organization and build the perfect training program. But getting an accurate pulse on a large sales organization isn’t easy. It’s like getting input from 500 people about an upcoming…
Read MoreASLAN Training and Development Is Listed as Top 20 Sales Training Company for the Seventh Straight Year
ASLAN Training and Development announced it has been included on Selling Power’s 2019 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams. The list appears in the May 2019 issue of Selling Power magazine, which will be available to view online starting May…
Read MoreThe One Thing Missing from Every Sales Process
Every sales process is missing one step When I’m passionately trying to make a point, I’ve been known to overstate reality to boost my argument. I use words like “millions” or “never” or “always,” especially with my wife, to win the argument or sell an idea. This isn’t one of those times. I have reviewed…
Read MoreThe Art of Simplicity: What Does It Take to Sell a Complex Idea?
I’ve been looking at nice watches since the Rolex my father gave me tragically fell into the lake in 1988. I’ve always wanted to replace that extravagant graduation gift, but with four kids and 12 grandchildren, it’s hard to justify spending that kind of money on something I really don’t need. But I like to…
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