5 Traits of Sales Leaders Who Always Beat Their Number

My transition to sales manager was fairly typical. I was promoted from a role I had excelled in (selling), to a role where I was completely incompetent (leading). In those early years of managing a team, I was more of an interactive kiosk than a leader: “If you have questions, I have answers. Be safe…

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How to Impact & Improve Sales Rep Performance

I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance? There may be higher callings in life, but this is the path I’ve chosen, and after 25 plus years, I believe I’ve discovered the most important ingredient to not only catapult a rep’s performance,…

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What We Can Learn from Chuck Noll’s Coaching Style

Chuck Noll was the head coach of the Pittsburgh Steelers from 1969-1991, leading them to four Super Bowl wins (more than any other coach) and nine AFC championships during that time. Noll was the youngest NFL head coach in history when he took over in 1969, but he showed great talent for choosing to draft…

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How to Coach Your Sales Team like Tom Landry Did

Tom Landry was the first-ever coach of the Dallas Cowboys. He coached from 1960 to 1988, leading the Cowboys to five Super Bowl appearances and a record-setting 20 consecutive winning seasons. Landry pioneered several new techniques including the 4-3 defense and the shotgun formation on offense. He was also the first coach to bring in…

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What We Learned from Bill Belichick About Sales Coaching

As Superbowl LVI approaches, along with many folks across the country, we’ve got football on the mind. And especially where it relates to us most in the world of sales… that’s right, coaching.  Sales coaching is often a lot like coaching in professional sports – build a team that is always changing, train, coach and…

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The 4 Stages of Building a New Capability

Building a new capability or skill can be a challenge – whether you’re a sales rep, sales manager, sales leader, or someone just getting back into the gym (quarantine workouts were nonexistent, at least for me). There has been a great deal of research done on what it takes to form a new habit or…

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6 sales coach tips to help you become better at what you do

There are lots of coaching models out there in the sales world. But the goal for each is the same: to improve sales rep performance and drive revenue. Our preferred and proven model, based on decades of our own experience working with sales reps and sales managers alike, consists of 3 stages: diagnose the gap,…

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How to Make the Most of Your Sales Coaching Time

Sales coaching is one of the biggest keys for sustainment from a sales training and development perspective. We often discuss sales coaching from the management angle. However, it’s equally (if not more important) to examine the topic from the sales rep’s perspective. Most sales reps have likely had a variety of experiences with sales coaching…

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