Three short stories illustrate the importance of continuing forward when the digging is tiresome, rejection is constant, and obstacles are in the way. How do you continue to build your skill and will when sales are lagging and life is mundane?

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As you lead your sales team you will work with individuals who have high skill and low will as well as individuals who have high will and low skill. Consciously determining who on your team is in what box of the skill will matrix will allow you to make good decisions on what to do to inspire each person to progress. When you have a person that is in the low will/high skill box you need to respond vs. react.  When you have a person who is in the high will/low skill box you need to displace poor skill rather than replace the skill.

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The first quarter is closed and you either made quota or not. Whether you did or didn't the second quarter is on and you are left to figure out how to keep yourself or the team motivated. What is your will to continue? What is your team's will to continue? Having genuine authentic conversations to asses the will/skill of each person on your team is this podcasts conversation. Enjoy!

Click here to read Randy Illig's Article in Forbes on Skill / Will

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Before online was an acceptable primary means of meeting we had a meeting that should have been online. We talk about the experience and how an online venue would have been better.

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Nothing replaces consistent practice. When you want to be successful, when you want to have luck as a friend, when you want to excel, you practice. In this discussion we will talk about how luck and Tiger Woods give the answer to Excellent Online Client Meetings.  Enjoy the show!

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When you precondition an online meeting you set the meeting up for success. In this episode we will discuss the five parts of great preconditioning.

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Online meetings can be superior if you plan for success. There is a formula to have excellent client meetings online: (P3) - I = S

Plan X Precondition X Practice - Interference = Success

In this podcast we discuss for what you need to plan and how you can plan to engage your client in a fantastic online experience.

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Online meetings are here to stay. Before 2020 we were dipping our toe in the online meeting swimming pool, now we are swimming in the deep end. In the conversation today we talk about online vs virtual and why it is important to draw the difference between them. We also discuss the stats of online meetings. Throughout the month of March we will discuss the principles and practices of Excellent Online Client Meetings.

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We welcome Abbey Cook to the show who started her sales career selling math to 8th graders. From there she went to selling math curriculum to teachers then joining FranklinCovey as a client partner. We discuss the prospecting list and prioritizing.  Enjoy the conversation.

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The price of entry is prospecting. As a sales professional you need to be prospecting every single day. When to prospect and what to use in prospect we discussed in our last podcast. Today we discuss how to prospect.  When was the last time you wanted to talk to a sales professional?  Why would a client want to talk with you?  These and other questions are what we discuss on this week's podcast.

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