Today is baseball legend Jackie Robinson’s birthday. You know the name—even if you’re not a sports buff. But what does Jackie and his legacy have to do […]

Part 3 of 4 In this series, we’ve spent a lot of time talking about call outcomes and call dispositions as ways to identify coaching milestones—who to […]

The concept of emotional intelligence is a relatively new one in psychology. Although the term first appeared in the mid-1960s, it wasn’t until Daniel Goldman’s 1995 book, […]

Part Two of Four Conversations, like golf swings, come in distinct parts. For the golf swing, we have the setup; backswing; transition; downswing; impact; and follow-through. For […]

Recently, one of my coworkers wrote on how he became an accidental salesperson. (You can read that article here). One quote stood out to me: “I slowly […]

Recently, one of my coworkers wrote on how he became an accidental salesperson. (You can read that article here). One quote stood out to me: “I slowly […]

In sales, coaching and training are two terms that have often been used interchangeably, without distinction or clarity. It’s time for a change. Heading into 2017, we’d […]

During school I never considered working in sales. In fact, I thought I’d be the worst salesperson ever. Like many others, I never considered working in sales […]

In the first part of this blog, I talked about every salesperson’s 2017 resolutions to “get in shape” when it comes to sales skills. This time, let’s […]

As we enter a new year, we tend to think more about getting “into shape.” It’s a time for new beginnings, a fresh start, and optimism that […]