The art of building a performance sales team has long been referred to as a gift more than a science. Sometimes what makes a great sales person cannot be measured by data nor can it be assessed in an interview. Being successful in sales requires one to be gifted in soft skills (ie. interpersonal skills). […]
This author has yet to write their bio.Meanwhile lets just say that we are proud Rich contributed a whooping 106 entries.
Entries by Rich
The Cost of ‘Fire Fighting’ is Huge! One of my professional business coaching clients, who I will call ‘Bill’, owned a construction company and was struggling with employee management and how to improve employee productivity. He seemed to spend more time solving or fixing problems than he did finding new sales prospects. Every time he […]
Sales Coaching: Frustration in the Sales Process Indicates a Struggle in Leadership Any time a salesperson or business owner works with a sales prospect someone ends up taking the lead. If the prospect takes the lead the interaction will be fraught with frustration and indecision for both of you. When they lead the probability that […]
It’s All Easy in the Beginning It started like any normal Saturday in my hometown. My dear wife stood firmly in the position of motivator and project manager, and myself the designated person responsible for the completion of the task at hand. This day I was to fix a simple household appliance; the blender. After […]
Coaching for Small Business: Changing Seasons While driving home from work one day I came across a beautiful sight. I usually took a series of back roads that lead me through the winding hills of the rural countryside near our home. This day was no different, as I came over a familiar hill that let […]