With all of the pressures placed on us, it appears that some form of stress will be inevitable for everyone. If you talk to ten people today and ask them each if they have experienced any stress in the past week, my guess is that you will get 10 out of 10 that will say “Yes.” Stress exists because of the pressures applied to us by ourselves, others and by our situation or circumstance. Learn how to manage stress before it manages you!
Why does everyone think the best salesperson is always the best “talker?” It’s as if that is the only skill needed to be a good salesperson? In my 18 years of experience in sales and sales management, I have not found that to be true. Some of the successful salespeople I have observed were good talkers, but oftentimes, they were not the best speakers. In fact, the most successful salespeople I have met were not the best talkers at all. They held a much more valuable selling skill, persuasive questioning.
The job of a leader is to properly manage their resources to produce the greatest return on investment for the organization. Developing employees is a cornerstone to improving the performance of an organization. As the manager of a team, developing employees will be done through consistent communication and ongoing coaching. When should coaching conversations take place? What should you do before, during and after a coaching session?
As a leader, do we want our followers to “want” or “need” us? It should be obvious that we want our team to “want” us, not “need” us. To be a strong leader, how can we promote an environment where our team “wants” to follow us? The answer lies in three key roles the leader must serve with their teams. These three roles are called Observer, Coach and Guide.
Why is it that poor communication seems to be at the root of so many issues? Why do 97% of Fortune 500 executives believe that communication played a key role in the advancement of their career? There is actually a simple answer to these questions: Communication is everyone’s dilemma, but if properly mastered, it can be one of our leading strengths.
As a sales manager, do you want to know the absolute worst thing I’ve ever heard from a current customer? “I see your competitors more than I see you.” That hurts. That’s also an eye opener. Why is it that when a sales person is pursuing a new opportunity or customer, they apply the tender loving care that all customers crave?
According to a 1998 study at Yale University, the most persuasive word in the English language is a person’s name. When you can remember someone’s name, it establishes a foundation of trust and respect, while making you appear highly knowledgeable and credible. People love the sound of their own name, and hearing it out loud makes people feel comfortable.
Why is it that Socrates is regarded as one of the greatest teachers of all time? Did he understand the importance of engaging his students into the problem solving? Was it his amazing ability to have the students take ownership of the problem by creating their own solution? Did his guidance with questions lead the students to their own conclusions? Did Socrates understand that when a student took ownership of the problem and the resolution, they were more likely to understand and retain that knowledge?