Coaching

WHAT do you WANT to achieve next year? WHAT matters so much that you're ready to set a strategy to, as my father used to say, “Make it Happen”?

Goals are the foundation of success, and writing them down as clear RESULTS is key. I recommend the S-M-A-R-T process because it’s simple, actionable, and effective:

• Specific: Be clear—no vague or ambiguous goals.
• Measurable: Use numbers or percentages to track progress.
• Attainable: Ensure it’s realistic within the timeframe.
• Relevant to YOU: Choo…

Have you noticed how differently people learn? Some thrive on activity and engagement, others prefer to observe, and some need hands-on experience. Learning styles vary, and when it comes to training adults—especially in sales—it can be a challenge to keep them motivated and focused.

So how do you ensure your training resonates with everyone on your team?

That’s where DISC comes in. As a certified DISC Practitioner, I use DISC to help you understand how each personality type learns and what mo…

Does everyone in your organization communicate with customers? Do you have customers that some team members consider ‘difficult’? It’s not uncommon for customers to seem challenging, but understanding how different DISC styles react under pressure can make all the difference.

As a certified DISC Practitioner, I can help you unlock insights into how each personality type behaves under stress. Knowing this can help prevent judgment, reduce resistance, and diffuse tension in a way that truly reson…

Are you still relying on instinct alone to find the right salespeople for your organization? You could be missing out on a powerful tool that takes the guesswork out of hiring: DISC assessments.

As a certified DISC Practitioner, I’m here to help you take the guesswork out of hiring by integrating the power of DISC assessments into your recruitment process.

DISC offers valuable insights into how candidates naturally communicate, handle challenges, and approach decision-making. When you incorpor…

This is the fifth and final article in our Sales Management Building Blocks series, and it’s all about you—the leader.

As a sales manager, your team's performance is a direct reflection of your management, coaching, and leadership skills. To foster growth in your team, you need to be committed to your own development as well. Let’s explore some key areas where you can grow and inspire your team to greater success.

How Are Your Training Skills?

Are you running effective meetings that your team…

Welcome to the fourth article in our Sales Management Building Blocks series.

By now, we’ve covered systems, structures, standards, and goals. But to truly drive success, you need a program that consistently trains and coaches your team. Ongoing training isn’t just a one-time event—it’s essential for the continuous growth and development of your team members and your business as a whole. After all, your sales team is the vehicle to reaching YOUR goals.

Here are a few One by One sales training …

Salespeople can respond to objections for what they are – objections. Objections indicate that there is some concern about the product, service or process that has not previously been discussed and settled.

The most successful salespeople have a strategy for handling objections, along with an understanding of the most common objections.

Having a strategy prevents responding in a knee jerk way, under pressure from the objection and the reaction to that pressure. There is confidence in being pre…

Salespeople can avoid objections a couple of ways:

1. Knowing the most common objections that buyers typically have about the product, service, process, or experience that they sell.
2. Bringing those areas of possible concern up earlier in the process by asking about them as questions and part of the Discovery process.
   

There are salespeople who believe that if they don’t bring an issue up, then it won’t come up by the customer. Not so.

Or they keep their fingers crossed that there won’t be is…

Buyers object and raise concerns because they have them.

Buyers tend to object because they are uncertain…of what the salesperson is saying, of what the product or service promises, of how to judge either of those to get to the other side of their uncertainty, of conflicting information (what they read online is different from what the salesperson is saying).

Buyers tend to object because they are fearful…of making a mistake that can’t be easily rectified, of spending more money to solve their…

Sometimes luck brings the right person into the showroom at the right time and the process moves quickly and a sale is effortlessly achieved. Sometimes that happens.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door. To stay present and focused, and to be patient and sensitive to the decision-making process of the custo…