Blogs

By: Damien Moroney
Thu, May 24th 2012

Whether we like to admit it or not, we all know what we need to do to be more productive. It seems relatively simple but a lot of us don't take the time to acknowledge and commit to do what it takes.Here's my question for you: what are one or two things that if you introduced or did better or more consistently would greatly enhance your productivity?Conversely, what are the one or two things you should do less of that would greatly enhance your productivity? Usually, the firs […]

By: Damien Moroney
Thu, May 10th 2012

(Procrastinators take note!) There's no time like the present or as a famous president once said, "Never put off till tomorrow what you can do today."Some of the most successful people I know are really good at getting things done. (A fairly obvious statement, I know!)A common trait seems to be their unwillingness to procrastinate. I'm convinced Nike was influenced by one of my friends in particular -- for as long as I can remember his favorite saying has been: &quo […]

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Time Management    
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Leadership/Coaching    
By: Damien Moroney
Fri, April 27th 2012

The following can apply to meetings, conversations and most everything else you do every day. Cut through all the clutter by asking this very simple question up front: "What are the actual results I want to achieve?"It may be more helpful for you to think in terms of "outcomes" or "specific measureable results." Whichever is the case, if you want to be more productive, then having clearly defined "Ends in Mind" will help with planning, keep you f […]

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End in Mind    
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Leadership/Coaching    
By: Damien Moroney
Thu, April 19th 2012

Sales leaders, how often do you coach your team on uncovering and handling client objections, concerns and doubts? It's a crucial part of having quality opportunities in our pipeline, yet many of us don't take the time to make it part of our regular management routine. At Ninety Five 5 we refer to these as "Yellow Lights" because unless we slow down and address them we will more than likely lose the opportunity (after needless wasting time, money and effort) or be i […]

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Tags:
yellow lights   objections    
Categories:
Win   Leadership/Coaching    
By: Damien Moroney
Fri, April 6th 2012

There's only so much you can do! Ask yourself, "Of all the things I could do today, what are the one or two most important to get done?" Consider taking this thinking to the next level; what are the most important tasks/projects I need to get done this week, this month, this quarter, this year? Often when I am feeling overwhelmed, I ask myself, "OK, what is the one thing I can do -- personally or professionally -- that if it gets done, will put me back on track?&quo […]

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Leadership/Coaching    
By: Damien Moroney
Thu, March 8th 2012

"I'm not a conversation planner, never have been, never…"Leaders: it might make sense to take a little time to plan for those important employee conversations. OK, do I sit down and spend time planning for every conversation? Absolutely not. Should I? No way! There's no need.But I do spend time planning the important conversations. It's the whole "doing what I know to do" thing. Take those significant ones with your team members for exam […]

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conversations    
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Leadership/Coaching    

This is the last in a three-part series to help you identify and qualify strategies to create sales team success. In this post, we'll look at "what," "who" or "what else" might be impacted and might prevent us from achieving success. We'll also ask questions around resources and decisions, all of which are meant to help us further qualify our ideas before we start looking for and implementing solutions.ContextYour identified actions will be a lot […]

In my last blog post, I discussed how to uncover the top three leader actions to ensure sales team success. We applied the Ninety Five 5 approach for uncovering clients' top business issues. Now, I'd like to continue with this approach to explore how we might determine criteria for success and what the potential payoff will be if we executed on our top ideas.By doing so we are essentially qualifying what we perceive as the top actions to ensure sales team success. If there is […]

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Tags:
Evidence and Impact   Evidence   Impact    
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Leadership/Coaching    
By: Damien Moroney
Thu, August 11th 2011

Recently, there has been a lively discussion on one of the sales groups I belong to on LinkedIn. The question posted: "What do you think are the three top things sales managers have to do today to ensure their sales teams are successful?"By the end of this blog post, you should be in a position to know how to identify your key priority items using the Ninety Five 5 approach.So, what should a sales leader do? Many of us believe – from experience – what advi […]

By: Damien Moroney
Thu, July 14th 2011

The sales stages. As leaders you and your teams live and breathe it every day. But think for a moment, if you will, on how you would define them. Imagine it as a dictionary definition -- or perhaps more appropriately, a Wikipedia explanation -- that you had to create. The End in Mind for this post is to enable you as sales leaders to determine whether what you’ve set out to accomplish in the different stages of your sales process is valuable -- or perhaps it needs another loo […]