Blog
Managing a Sales Team
For sales managers and sales leaders, everywhere Although my sales process “Sell it or Schedule it” is designed for salespeople, they are not completely responsible for executing it to mastery. The inclusion of their sales manager is critical to the implementation and ownership of this process.
I just finished a 90-day sales management coaching agreement with Sherry Kollar of Furniture Warehouse Design Gallery (FWDG) in Beaufort, South Carolina. Our engagement was for HER training and …
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…
Resistance
For everyone, everywhere
You are not alone in your resistance to improvement…or rather to the actions that deliver improvement. In fact, you are human in your resistance to taking new actions 
that will produce new and desired outcomes. As am I.
I hired a coach in January, had an initial meeting and brainstorming session, was given homework to produce before the next meeting (which was yet unscheduled) and have only produced 25% of that work and have not yet scheduled a follow-up call. To be fair…
Three Silos and Five Questions
For sales professionals, everywhere
Even though my soon to be trademarked sales process of “Sell it or Schedule it” has a 25-year history, it is also a dynamic process. I amend it regularly as I learn where salespeople struggle to understand or implement particular aspects of it, or when salespeople share with me elements that have helped them to make it their own more quickly. Recently, I was revisiting the BADAS Questions – those five areas of discussion and information that, based on how the …
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…
A Measure of Relationship Value
I once had a customer who was a bit of a maverick in his marketplace and in the industry. He has since passed away, but Chuck Forcey was a character. When he was in the military, he flew planes and was on an elite fighter team…and he brought his irreverent ways with him.
Fortunately, he had a commander who was tougher and more focused than Chuck was and while he respected and appreciated what Chuck brought to the team, he refused to let the team be defined by one of its me…
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…
Systems for Fulfillment
For everyone, everywhere
It’s early in the new year…you might have your bright and shiny goals in front of you, enthusiastic to achieve them and passionate about what you are out to create for yourself, your company, your family. Good for you!!! Now, ask yourself:
“Am I organized enough, with a system that is sufficient for the results I am committed to achieve?”
Take a moment and REALLY sit with that question and the elements it included. For creatives, organization seems boring and uninspiring. …
Ask Commitment Questions
Customer Service Cancellations
started to add up and I considered how much I read of each publication and I decided to cancel my digital subscriptions to both The Wall Street Journal and The Washington Post. The latter could be done via their website and it was a simple process to execute, followed by a confirming email from …Categories
- #FillTheWell (11)
- #JodySays (61)
- #SellItOrScheduleIt (74)
- Action plan (109)
- Build Habits (84)
- Coaching (91)
- Qualifying Questions (44)
- Sales Coaches (83)
- Sales Managers (92)
- selling (58)
- Uncategorized (39)
- Achieve (78)
- Interactions (52)
- Opportunities (101)
- Commitment (46)
- Excellence (23)
- Results (85)
- Retail (62)
- sales (69)
- showroom (35)
- #closeratio (26)
- Closing (40)
- managers (8)
- Sketch (6)
- Sketch the space (6)
- sketching (4)
- Small businesses (4)
- communication (35)
- solutions (57)
- Systems (28)
- challenges (29)
- Compromise (4)
- relationships (30)
- Goals (65)
- strategy (35)
- success (14)
- BADAS (7)
- acceptance (4)
- leaders (11)
- team (12)
- Discovery Questions (23)
- Prospects (7)
- Decision Maker (6)
- Organization (10)
- planning (15)
- profitability (2)
- Quality (2)
- Standards (3)
- connecting (18)
- practice (13)
- Objections (10)
- Clarity (8)
- Creating Urgency (7)
- email (3)
- E-Commerce (1)
- #babyboomers (1)
- #millennials (1)
- social media (1)
- marketing (27)
- Consistancy (8)
- consistency (11)
- Designers (3)
- gratitude (11)
- Holidays (7)
- Reflection (35)
- Pandemic (1)
- Change (7)
- Travel (1)
- Family (2)
- distraction (3)
- onething (2)
- Actions (22)
- Structure (4)
- Inspiration (3)
- Setbacks (1)
- Celebrate (3)
- Process (15)
- Resistance (8)
- Mindset (14)
- Furnishings (4)
- Problems (6)
- priorities (5)
- Customer Satisfaction (2)
- Consultative Selling (12)
- Appointments (15)
- leads (1)
- sales professionals (35)
- Conversation (12)
- Summarize (2)
- Connection (4)
- Buyer (2)
- Follow-up (3)
- development (2)
- Imposter Syndrome (1)
- imperfections (4)
- Procrastination (1)
- Intention (5)
- traffic (1)
- sales strategy (2)
- traffic (1)