Do salespeople seek out your coaching on their pursuits? If not, pick up something new here. A simple add to your coaching approach can elevate the experience salespeople have with you. AND get some more…
Lori PrestonAugust 15, 2023
At the beginning of each year, we traditionally reflect on our past and set goals for the future. As a sales leader, this is a good time also to reflect on our leadership and how…
Kevin DoddrellJanuary 17, 2023
The shock showed on my face when the strategic business unit leader I worked for 20 years ago said in the middle of a conversation, “…for example, I coach you all the time.” To my…
Lori PrestonNovember 15, 2022
Remember your favorite teacher, coach, mentor, or advisor who had a large impact? What was it about the conversation that inspired and/or moved you in a positive direction? Now, turn your memories upside down and…
Ilsa Mendoza-JacksonSeptember 13, 2022
The various football leagues in Europe have completed their seasons and some teams have performed very well. Real Madrid defeated Liverpool in the Champions League to win the ultimate trophy. Manchester City in England, Paris…
Jacques BossonneyAugust 23, 2022
By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where…
Lon CunninghisJune 21, 2022
I will admit, I am frustrated to see such an important activity – sales coaching – become an overused and generalized term. In fact, many sales leaders will say, “Of course I do sales coaching.…
Kevin DoddrellDecember 14, 2021
Revenue Storm has been studying coaching for years across different cultures, companies, and geographies. We evaluated why some leaders coach better than others. We even considered whether coaching is a learned skill or a function…
Debby RizzoOctober 26, 2021
“I QUIT!” I did not see that coming. Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the…
Lori PrestonSeptember 21, 2021
“…but most of all, I would like to thank my team, and , my coach for his/her endless support and commitment to my success, for motivating me, and for never giving up and believing in…
Ian RamsbottomAugust 17, 2021
Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success.…
Kevin DoddrellMay 18, 2021
2021 is a year of possibility, but sales leaders must harness the energy and focus of their people to maximize their results. While this may appear overly simplistic, there are four components that are GUARANTEED…
Bill WallaceMarch 16, 2021
“Pick me up at the airport and you can brief me about the client on our way to the meeting.” As a sales leader, have you ever asked one of your salespeople to do this?…
Ian RamsbottomFebruary 16, 2021
Getting an audience with client executives is an increasing challenge these days. Learn how to help your sales team develop BOLD ideas to gain executive access and elevate their reputation with clients using “creative disruption.”
Bill WallaceOctober 20, 2020
Relationship Mapping in an account may be a common practice, but it can actually do your seller more harm than good. Learn how to set aside traditional Relationship Mapping in this article.
Kevin DoddrellSeptember 15, 2020
Fellow Leaders and Coaches, let’s face reality…. When most salespeople are asked into a coaching session or sales deal review, their normal state of mind is, “How can I get through this meeting with the…
Kevin DoddrellFebruary 18, 2020
Prior to the rapid growth of the virtual sales organization, many of us grew up in the environment of the “sales floor” with all salespeople in close proximity. Typically, everyone could hear each other’s calls.…
Kevin DoddrellDecember 17, 2019
Sales Leaders today are typically so busy responding to internal company requests, overall management of their team, and even selling or talking to clients that coaching their people falls into the “if I had more…
Kevin DoddrellOctober 15, 2019
I first wrote about a trend I saw in Sales Leadership in 2014, and now, five years later, its reached epidemic proportions. It’s called “Whack-a-Mole Management.” You remember the arcade game. The moles would pop…
Lon CunninghisAugust 21, 2019
There is a saying, “If you’re the smartest person in the room, you’re probably in the wrong room.” Unfortunately, we all fall into the trap where we rely on our experience and position to, perhaps…
Bill WallaceJuly 18, 2019
There is a way to immediately become a better Sales Leader, but it requires practice and diligence. It can be summarized in one word – evidence. As Sales Leaders, we are overloaded with too many…
Bill WallaceMay 21, 2019
The key to victory is not defeating the enemy but defeating the enemy’s strategy. Therein lies his vulnerability. ~SunTzu In order to understand your competitor’s strategy, there are 5 things you must know in every…
Bill WallaceOctober 23, 2018
I recently had the pleasure of participating in a client’s coaching conference with more than 180 sales leadership executives in attendance. The focus was on creating a winning competitive sales culture through the adoption of…
Kevin DoddrellMay 15, 2017
