Coaching is more effective when done consistently; however, what does that mean and how do you do it? Consistency, while important, is not as powerful if you don't have... well that's what we talk about in the podcast, what is it that compliments and gives a nitro boost to coaching.

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Coaching received from a client is a gift. Take the opportunity to learn what you could have done better not what the buyer missed or didn't understand. Asking for feedback from clients on why you succeeded or failed to get the sell will help you continue to improve.

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What is peer to peer coaching and is it valuable? How do you give and receive peer to peer coaching? In this conversation we talk about asking questions that will solicit the peer feedback that is valuable and helpful to improving you skills and capabilities.

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How you coach is critical to improving sales performance. Whether you receive or give coaching doing these three things will improve the overall effectiveness of coaching.

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An HBR article states, “On average, teams that report receiving three hours of coaching per month exceed their goals by 7 percent.” Coaching is usually looked at through the lens of the sales leader giving the coaching, in this podcast the discussion is how to receive coaching for sales success.

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Getting a breakthrough result requires intentional focus. Leveraging the 4 Disciplines of Execution you can accomplish results in areas that have previously been out of reach. In this conversation Jeff walks through an example of an organization and sales professional using 4DX to achieve a breakthrough result.

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Last week's discussion was about the responsibilities of CEO and if you as the sales professional were CEO of your business and determined that you indeed were CEO. This week the discussion is about how to be CEO by determining your strategy using the Sales Strategy Map. Enjoy!

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Have you ever heard, “you are the ceo of your business” in reference to your sales territory or your list of accounts?  Or “you are the captain of your ship;” “Master of your own destiny?”  What is the meaning behind these phrases?  Why is it often said to sales professionals? In this podcast Jeff discusses how you, the sales professional compare to the CEO's responsibilities.  Enjoy the conversation.

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This month is sales execution. To introduce the theme Jeff shares a story about starting a business and how it came down to one sell.

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What is the primary reason sales professionals should meet together? As a sales professional you are responsible for your number and your number alone, so why meet as a team? What is the purpose? In this podcast we discuss not only the difference between a group of sales professionals and a team, but also how a sales leader can build a team. Enjoy the conversation!

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