Over the last few days of vacation, I’ve seen a Delta stewardess speak with arrogance (an exaggerated display of one’s own importance) and a Grand Canyon bus driver shout instructions with anger. Their tones bordered on abuse. Their voices were harsh. Why? What was it that caused them to act irresponsibly toward those they had…
Have you ever wondered how Broadway professionals keep their performances from receding into stale repetitions of old lines? Night after night – matinees and evening performances … How do actresses and actors keep displaying Tony award-winning acting and choreography – within the same old routines? For several years, I performed each summer in a series…
Yesterday, I was in a health foods store in Arizona – enjoying some R and R with my lovely bride and I began to think again about “The Power of Tone.” Louise was the cashier at checkout. This is a beautiful part of our great country. I find an incredible strength and peace in the red…
This past week I flew Delta from Knoxville, TN to Savannah, Georgia. On the leg from Knoxville to Atlanta, I noticed the ‘tone’ of my stewardess – especially during the familiar “turn off all electronic devices.” I could not get my computer turned off in time for her. And, as she passed by, she said…
“How can we refresh our sales strategies and activities to stay fresh, focused and motivated?” or, “How do we reinvigorate and re-energize ourselves in the face of adversity?” Seven (7) Ways to Remain Fresh, Focused, Motivated, Invigorated, and Energized … (in order of priority for me) Pray. I’ve got to start with this one…
Recently, Salman Sayed posted this question on LInkedIn … “What essential skills do you evaluate when hiring an external sales trainer?” A great question. Just as there are sales reps who are misplaced in their professions – so there are misfitted sales trainers as well. I know many of you have experienced boring training sessions, prideful speakers,…
Be Better in 2010 “Winning Isn’t Everything, the Will to Win Is. … I firmly believe that any man’s finest hour – his greatest fulfillment to all he holds dear – is that moment when he has to work his heart out in a good cause and he’s exhausted on the field of battle…
As sales leaders, you are at the head of something – a team of salespeople. Their personalities are different. Their backgrounds are different. Their beliefs and attitudes are different. Their motivating desires are different. And, they have different levels of these things. You have a job to do – get to a certain level of…
I had the following conversation with a sales team I was training a few days ago. The team was behind in sales, revenue, and margin goals year-to-date. Our conversation started with, “What’s the goal?” They asked, “The sales goal?” I nodded. They quickly and rather smugly announced the year’s sales’ goals by channel. Each channel was represented…
Announcing Our Beta Release of Sales Activities We’re pleased to announce our new sales management tool, Salesactivities.com is now ready for “beta” testing. If you’re willing to provide us feedback, we’ll give you 60 days free access to our new tool. Developed for and by high-sales activity performers, this tool helps manage your complete…