Blogs

By: Bill Rust
Mon, July 2nd 2012

Many managers are able to communicate quite effectively with certain types of people -- typically those whose personalities are similar to their own -- but may struggle to be clearly understood by everyone on their team. For example, a no-nonsense sales manager may have a very direct approach that works with the top performers but rubs some of the more junior members the wrong way.  As a result, the manager's message may not get through to everyone as intended. C […]

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    
By: Craig McQueen
Fri, October 7th 2011

The other day when I was at the gym I noticed someone, who seemed relatively new to weight training, doing bicep curls. A tendency with bicep curls is to load up the weight and use other muscles (such as the back) at assist in the lift. That was what this person was doing.I was thinking that if I offered to coach I might say something like this:"Look, for bicep curls don’t use the other muscles. Keep your back straight, don’t swing, keep your stomach tight and […]

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Tags:
coaching    
Categories:
Open Mic    
By: Jim McManus
Thu, August 4th 2011

The temptation when coaching someone is to move into "active" gear. It's easier, you know what you are talking about and the coachee agrees… job done.  Really?I'm observing that getting stuck early and frequently in this "active" gear actually takes up more of a leader's time. The reason why is that you often have to revisit the topic that you thought you already coached them through -- so in the end it takes longer than expected t […]

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Tags:
coaching    
Categories:
Open Mic    
By: Dennis Susa
Tue, August 2nd 2011

Have you ever known a manager who, after every joint-call or conversation, feels the need to offer you "coaching?"In fact, it's always under the banner of YOUR self-improvement. It often begins with something that sounds like this: "May I offer you some coaching?" or, "Can I give you some feedback?" within minutes after leaving a high-stakes presentation -- an emotionally charged sales call or an internal meeting gone awry.What I'd like to say: […]

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Tags:
coaching    
Categories:
Open Mic   Leadership/Coaching    
By: Joe Thomas
Wed, July 20th 2011

I had the privilege to speak recently to the Team Beachbody coaches and I have to tell you… I was impressed.  These folks inspired me and I was there to inspire them.I had just flown from Istanbul to New York and from New York to Los Angeles to get there for the event.  And unfortunately I also experienced some flight delays and arrived in my room around 3 a.m.I was deep in sleep when at 7 a.m. I was awakened by what could have been an earthquake. I was on […]

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Tags:
coaching    
Categories:
Win   Flow    
By: Damien Moroney
Thu, March 31st 2011

I've been speaking with sales leaders lately about adoption of sales methodologies – specifically, how to "sell" them to their own sales teams. One thing that became apparent to me following these conversations was that getting buy-in for a new sales methodology is very similar to selling a solution to a client.Anyone familiar with our own sales methodology here at Ninety Five 5 knows that we're big proponents of understanding where the customer is coming […]

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Tags:
Key Beliefs   End in Mind   yellow lights   coaching   S3    
Categories:
Leadership/Coaching    
By: Damien Moroney
Thu, March 3rd 2011

Continuing our theme of the "culture of coaching," I would be remiss if I didn't address a more personal element for us sales leaders. Yes, you guessed it: In order to lead a culture of change we must be prepared for, open to, and willing to act upon: feedback.If you have been following any of our blogs you more than likely know that at Ninety Five 5 believe in the concept of deliberate practice. Deliberate Practice is purposeful, concentrated effort on a specific skill, […]

By: Craig Christensen
Mon, February 28th 2011

When I first went to the beach here in Moolooabla, I was surprised at the attention given to the lifeguard stations and warning signs -- and especially to these bright yellow and red flags. (Craig will be blogging from Australia's famed Moolooabla Beach for the next couple of months -- or maybe until the Spring thaw). Australians are very serious about water safety. And when swimming at the beach, you'd best heed the rules and always "swim between the flags."In fac […]

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Tags:
coaching    
Categories:
Leadership/Coaching    
By: Damien Moroney
Thu, February 24th 2011

Not too long ago I had a coaching session with a sales leader from a European country. One part of the conversation centered around how different cultures may be better than others when it comes to providing and receiving coaching. He hypothesized his culture was one that was less open to the concept. This may or may not be the case but in my experience, I cannot make any such cultural claims one way or another. For me, it can vary from leader to leader and salesperson to salesperson. […]

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Tags:
coaching   ninety five 5    
Categories:
Leadership/Coaching