Happy new year! I hope you and your family enjoyed a festive holiday season; my family and I had a wonderful time. It’s officially 2022; I personally love the start of a new year as it’s a fresh slate to set and achieve new goals while making more memories. However, I know for many, the…
I was scrolling through my archives, and I came across an oldie but goodie blog post, ‘Don’t be THAT Person’. For quite a few years, I’d publish the same themed article every holiday season, how NOT to ruin the holidays. Why? Cause people don’t seem to listen! I know this because I still get calls…
As we draw closer to Thanksgiving, I like to take the time to reflect on the many reasons to be grateful for my life. This time around, I found myself thinking about my years in Corporate America and the many opportunities, though not always good, that have helped forge me into the man I am…
Today, we’re going to do things a little bit different. I’m sure you’ve heard multiple times that sales is a relationship business. So, I won’t start off with that, instead, we are going back to the ABCs by taking a look at the building blocks of what a great sales relationship is. No…
Today we are going to debate a problem that I have encountered thousands of times during my executive coaching sessions, loyalty versus accountability. More specifically, we’ll address why the outlook, ‘Everyone is important, but no one is required,’ is the best guiding principle you can adopt as a leader. In my book, Serve Up, Coach…
“Being right occurs when leaders focus on blame and/or credit for something that has happened versus focusing on what needs to happen.” -Nathan Jamail Ahh…being right versus vs doing right, the millennia year old conundrum. As a corporate leader, especially middle management, you can often find yourself in the position to shift blame…
In business, you are what you are paid to do. In sales, you are paid to sell. That’s your job. That’s what you do. That’s what’s expected of you. Embrace it for what it is. A lot of sales people, feeling that the label of sales isn’t glamorous enough, disguise what they do with fancy…
I often hear leaders telling me how so and so on their team has a bad attitude but is otherwise great at the job so they see no reason to address the bad attitude. If the performance is good, you can live with a bad attitude, they tell me. This acceptance is wrongheaded. In time,…
Success is there for those who want it and are willing to do what it takes to achieve it. This desire and willingness to succeed make up what I call a winning attitude. It’s not a passing thought or feeling that you get every once in a while. It’s the air you breathe, the beating…
A bad attitude can be detrimental to the success of a sales operation whether it’s had by a newbie or by a veteran employee. Perhaps more so if it’s the employee who’s been on the team for many years. Regardless of the experience and skill of the employee, you must not tolerate a bad attitude. …