Resources for Leaders and Sales Professionals Ready to Put in the Work
Are You a Sales Professional?
Sales professions sell the right products or services for their customers. Be proud if you accomplish this. Don't disguise your job with catching names like consultant or adviser. If you sell for a living, do it well. Help your customers and clients find the products and services that are right...
Living the Dream
Imagine who you want to be. Now make yourself into that person. Success comes from dreams, diligence, and hard work. Sometimes you have to discern, over time, who you want to be. Today's dreams may not be tomorrow's. But when you've determined where your attributes and skills, when developed, can...
Observe to Lead
You can't lead with only platitudes; know your team members so you can specifically address their strengths and weaknesses. Join each one out on the field so you can see what they do, how they interact with prospects, and where they need improvement. This isn't micromanaging; it's coaching.
Know Your Team
Stephen Covey said that you can't just teach by example and by having a good relationship with the members of your team. You have to teach explicitly. This is true, but you also have to know your team members well enough to specifically address their strengths and weaknesses. Join them...
Our Next Public Seminar
We are excited to announce our next Public Seminar! Hosted at The Sheraton in West Des Moines! Pass the word and take advantage of early bird pricing!
Sharing Your Plan
Sharing your game plan with others is an excellent way to keep yourself accountable. The feedback you receive will be invaluable. Who are some people, either on your team or otherwise, who can look over your game plan? What will each of these people bring to the table? Encourage them...
Where Should You Focus…Strengths or Weaknesses?
If you have serious weaknesses in your field, then your work may not be right for you. Of course, it's worth taking some time to turn your weaknesses into strengths. Your focus, however, needs to be on building your strengths and capitalizing on them. Spend most of your practice time...
Showing Interest
Don’t stick to a memorized script. Instead, go where the conversation leads you and the customer. If a customer has an exciting job, I will ask him or her to tell me a story about some memorable event or other. I want to know details, interesting details. I once met...
The Sales Leaders Playbook
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Discover the skills, mindset, and practices that will build a winning sales team, from creating an organizational belief system to taking the bullet for those you lead.
Based on the playbook that drove Nathan's own award-winning sales career, this free book is straightforward, practical, and proven to improve results for sales leaders willing to hold their teams and, more importantly, themselves accountable.
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