I’ve recently finished reading Onward by Howard Schultz. The title includes the phrase; “how Starbucks fought for its life without losing its soul“. What’s been fascinating to me as I have been carried along on Howard’s journey following his re-appointment as CEO is that I never knew Starbucks had a soul worth saving in the [...]
Filed under: High value selling, Richard Lane, Sales Leadership | No Comments »
As you might expect, doing what I do (sales coach, trainer, confidence-booster, mindset shifter, motivator and process changer), I’ve spent a fair bit of time working out what motivates me. I like to think I have a pretty good idea how to get the best out of Richard Lane. Well, with this in mind it is time [...]
Filed under: Motivation, sales performance automation | No Comments »
What makes the perfect sales person [duration, 24:28] Ever wondered what skills and traits the best sales people have? What do high achievers do differently to keep themselves in the top 10% of their field? I was lucky enough to speak with Dave Stein, Founder and CEO of ES Research Group on exactly this topic. [...]
Filed under: High value selling, Podcasts, Training & development | 4 Comments »
We tend to fall into one of two camps identified by the well known question; “are you a glass half empty, or a glass half full person?” I am no psychologist but I am interested in psychology – particularly with respect to an individuals performance, motivation and confidence. (An interest in psychology is helpful essential [...]
Filed under: Miscellaneous, Motivation | No Comments »
The link between Confidence and Motivation is facinating. The power, strength and versatililty of the human mind. Amazing. I’ve written on this subject before, albeit in a rather abstract way. So much of the work I undertake as a sales trainer, coach, motivator is, at the lowest common demoninator, ultimately brought back to either improving, [...]
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Motivation. Some have it, some don’t. (If you don’t and you are in sales then you need to find some quickly). I was party to a really interesting discussion last week whilst on site with a client. I run a monthly half-day sales mentoring programme with this client and always enjoy our sessions. The team [...]
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Do you ever feel you need confirmation that you are doing the right thing? Ever look for signs that help reassure you things are good? I do. Pretty often actually. I am not talking about Thunderbolts – those moments when you wake up in the middle of the night with a blinding flash of inspiration, [...]
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In a sales environment it is easy to watch an order come through and think that the work was done on that day – it wasn’t. The order arriving is usually the result of many hours, days and weeks (sometimes years) of work and relationship building. I realised this many years ago when a big [...]
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Throughout my various sales management roles I’ve encountered sales people who have gone from hero to zero. Earning high commissions year on year they don’t sell a deal for months, fail to understand the need to get back to the coal face and then exit right to a new opportunity elsewhere. Why does this happen? [...]
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Motivation. One of those elements of someone’s character that as a Sales Manager I’ve often wanted to bottle so that I can liberally anoint others (no names!) as necessary. I’m just back from two weeks holiday. We split the trip into three phases (a long weekend with friends in London, six nights camping in Devon, [...]
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