The Executive Sales Coach

Success Strategies for a Slowing Economy: Selling Power's June Event For Sales Leaders and Executives
May 05, 2008, 8:50 AM
If you are a manager worried about maintaining sales momentum in a shrinking economy, you will want to check out Selling Power's Sales Leadership Conference to be held next month in Philadelphia, which I will also be attending and hope to meet you there. I'll be sitting on the panel discussion on How To Recruit and Build a Team of A Players. There are two days left to get an early bird discount. Read the full details here.

Influential Communication Tools For Any Sales Manager or Executive Looking to Better Motivate and Develop Their Sales Team. Interview With Dr. Rick Kirschner - Part 2
May 02, 2008, 6:15 AM
We continue our interview with Dr. Rick Kirschner. Dr. Kirschner offers some valuable insights and communication strategies for sales managers working to improve their skills as sales coaches.

The Art of Persuasion: The Sales Manager's Path to Greater Influence
April 30, 2008, 5:30 AM
Dr. Rick Kirschner offers some valuable insights for sales managers working to improve their skills as sales coaches.

When Do You Know It’s Time to Quit Your Job?
April 29, 2008, 7:05 AM
Here are 10 signs that would suggest that you need to move on and re-examine your career path.

Love Your Job but Hate Your Boss? How to Better Manage Your Career and Make the Right Career Decisions
April 24, 2008, 6:45 PM
Unfortunately, with all of the resources, news, studies and empirical evidence that demonstrates how traditional management tactics do not work, supporting the need for managers to evolve and change the way they manage to maximize employee productivity and retention, the Toxic Boss still exists out there, causing havoc and making people's lives miserable. These tyrannical dinosaurs of management still think this is the only way to manage; through the use of force, coercion, threats, fear and consequence. So, what do you do if you love your job but hate your boss? Here are a few ideas: ...

Coaching Salespeople into Sales Champions Becomes #1 Best Seller
April 22, 2008, 5:35 AM
In just 72 hours, my new book Coaching Salespeople into Sales Champions made #1 on Amazon’s Best Seller List! Due to the overwhelming response, I decided to extend a grace period for this special offer to receive these extra resources until Friday, May 2, 2008. If you're responsible for coaching or managing anyone, especially salespeople, this book will help you make the transition from manager to coach by developing the missing discipline of leadership - executive sales coaching. Most managers have never been trained to manage, let alone coach effectively. Discover a tactical coaching system for managers, business owners, coaches ...

Ask Salespeople How They Want to Be Coached – Set the Expectation
April 21, 2008, 6:10 AM
How do we uncover internal drive? By using one of the most valuable tools as a coach - asking more and better questions. To uncover each person's internal drive, schedule one to one meetings with each member of your team and invest the time asking questions to uncover what is important to them. Listen to their responses and ask more questions as you uncover what they most want.

Tips From the Sidelines: Make Acknowledgment Unconditional, Measurable and Specific
April 18, 2008, 11:00 AM
What do people want most in their career? Statistics show that people want the positive reinforcement and acknowledgement that lets them know they are doing a good job. The number one issue people have in the workforce today is, “Will I be valued and will I have a job in the future?" You want the people who are working for you to want to be there. Otherwise, what do you think they are going to spend their time doing? Yet what do managers do to acknowledge their people's value and appease their concerns? Instead, managers focus more on the problems ...

Barriers to Coaching a Sales Team #8 and 9: Full Accountability and Competitive Managers
April 17, 2008, 3:10 PM
Barrier Eight: Full Accountability: If you want to become powerful, hire a powerful coach. It's a simple, yet highly effective strategy. If you want your salespeople to be powerful, you need to be a good role model for them. As you evolve, so does your team. Consider this truth: Your team is a reflection of you. If you're not prepared to be 100 percent accountable for the success and failure of your team, if you skirt accountability in any way, if you lack professionalism or proficiencies in certain areas, your team will reflect these weaknesses. If you choose to evolve, ...

Barriers to Coaching a Sales Team #6 & 7: No Judgement and Everyone's Not Cut Out To Be A Coach
April 17, 2008, 6:45 AM
Barrier Six: Confidentiality and No Judgment? Sure, Boss! Your role as supervisor or boss presents some inherent problems with coaching that need to be addressed head on. Given the parameters, guidelines, and principles necessary to be a masterful coach, trust is critical to make the connection. After all, if your employees can't trust you as their manager, forget even trying to coach them. Coaching requires an elevated level of trust that transcends the superficial trust between employees and management. And what if some of your salespeople already have a problem with you as their boss and now you're going to ...