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By: Bill Rust
Mon, June 25th 2012

Getting the results you are after is often a matter of focus and execution."Foci," the plural form of focus, is a word best left for the Scrabble board. Conducting an assessment can help you to identify the one thing that would make the biggest difference, if you did it better. By answering some simple questions, you can gain perspective on where you are now so you can then plan how to get to where you want to be.While the questions may be simple, answering them may take some […]

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Tags:
Assessment   focus    
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By: Bill Rust
Mon, June 18th 2012

How can you increase profitable sales while developing your team's capability to sustain success?  The best sales leaders model the behavior they want adopted, set clear expectations and hold their team accountable. It makes sense to examine how to set expectations and measure the results at the same time.  Inspecting what you expect means not only double-checking to make sure that your expectations are clear, but also ensuring they help produce the resu […]

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Tags:
sales leadership    
Categories:
Leadership/Coaching    
By: Bill Rust
Mon, June 11th 2012

Sales Leaders who are trying to help their salespeople have different conversations with their customers should consider how they can have different conversations with their sales teams.The same principles for creating value for customers applies to leading teams.Mindset 1: "We both want the same thing."Think about how you can create win-win scenarios with your team so that is clear not just that if they win, you, but also that if you win they win.  Emphasize shared […]

By: Joe Thomas
Fri, June 8th 2012

I'm at the Grand Palace in Bangkok, Thailand. When I saw these trees to my left and right, I was reminded of Dr. Seuess. And it gave me an idea for a challenge to you: Go read (probably re-read) one of his books titled "Oh, the Places You'll Go!" And then tell me how it made you feel. In case you need a little more info: Emilie Coulter, Amazon.com's official book reviewer, writes: "Inspirational yet honest, and always rhythmically rollicking, Oh, the […]

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Tags:
Success    
Categories:
Win    
By: Bill Rust
Mon, June 4th 2012

Many sales managers have assumed their current role after being a top performer in sales and receiving a “battlefield promotion.” In other words, they are chosen for the role mainly due to their sales ability, not because they have gone through management training or demonstrated leadership abilities in other areas. Some find that they are able to thrive in their new leadership role. Many find it difficult to develop new skill sets and struggle with their n […]

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Tags:
sales management   sales coaching   S3   Leadership   coaching    
Categories:
Leadership/Coaching   Fill