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Leadership: Your Team Is a Reflection Of You
For all leaders, everywhere
I recently had an impromptu conversation with one of my favorite leaders. She was talking, with frustration, about a couple of people on her leadership team who had not produced their most important deliverables for this time, this year.
As I listened intently, I asked myself – what is in the way of this happening? Where are the obstacles – tangible or intangible? I asked her if I could ask a couple of questions, which she agreed to – after a deep sigh. I asked if th…
High Impact Actions
For sales leaders, everywhere
Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale. All are measurable, all matter, and all have specific actions to increase them.
There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close…
What do we really think about “Just Browsers”?
In a recent coaching call I was startled by the simple articulation of how one of the salespeople/designers viewed people who say that they are “Just browsing” and those people she’s been unable to connect with: “I think they are killing time and wasting mine.” Wow. I asked her to explain more about this…and it was more about her perspective, which unknown to her, was furthering her inability to connect with
incoming customers.Consider this: what do y…
“Helpful” is Not an Outcome
before: Sales managers interrupting sales/customer interactions on the sales floor to help the salesperson to overcome concerns and to help them to close the sale (or get the appointment).You Won’t Win Them All
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