What would wreck someone’s success?

A brand new inside salesperson asked me what turned out to be one of his interview questions in class the other day.

“What would wreck someone’s success?”

Which I thought was a BRILLIANT interview question, as well as an insightful one to ask during your onboarding training.

After a few thoughtful moments I gave him my top 3:
1. getting caught up in perfection.
2. being trapped looking at behavior statistics without results
3. not being coachable.

In the next 3-weeks, we will explore each of these in depth.

I’m curious what your answer would have been?

photo courtesy of © creativecommonsstockphotos | Dreamstime Stock Photos


Are you coaching or telling?

overheard in the gray cubes of love…

“Well I told him what to do, why will he not take coaching?” ~ inside sales manager

I will admit that is all of the conversation I heard – yet my brain started up a bit like a chainsaw.

I started to wonder if the manager was actually coaching or merely telling people on the team what to do…. THINKING that was coaching.

For a moment let’s look at the ICF Definition of Coaching – partnering with clients in a thought-provoking and creative process that inspires them to maximize their personal and professional potential.

Nothing about TELLING in there.

Here are the UpYourTeleSales Top Three Things To Remember about coaching;

1. The salesperson has to believe you have their best interest and success as the ONLY thing on your agenda for a coaching conversation.

2. You are there to help them figure out what is holding them back and guide them in a solution.

3. As Won’t concepts (the ones that stop people from doing what they know needs to be done) are the inside stuff holding a salesperson back, coaching conversations will be introspective feeling conversations.

click here for more on Can’t Won’t Don’ Know How

sunshine & motivation

I have a good friend and I’ve noticed something recently.

If it’s sunny – he’s motivated.

Yup, a direct correlation between the two.

Which got me thinking about what I don’t notice that impacts my own motivation levels.

For the next three days – check your motivation five times:
1. first thing when you get in
2. mid-morning (around 10:00)
3. after lunch
4. mid-afternoon
5. right before you leave

Ask yourself three questions – answering with a smile 🙂 neutral :-/ or frown 🙁
> how motivated am I feeling?
> can I identify what is impacting my motivation?
> do I know how to become MORE motivated?

At the end of your three-day trial, look back to identify patterns.

See if there is a sunshine effect on your motivation – the one thing that ALWAYS motivates you. What can you do to get more of it?

is there a dreary day impact that you can get rid of?

Take control of motivation!

What are you reading? (inspired by @1022Tiger)

T. L. Richardson @1022Tiger posted an ExecutiveMafia image that says ALL GREAT LEADERS ARE READERS. with her own note; Reading is more than entertainment. It opens the mind to new possibilities. #amreading #writing #leadership #amwriting #entrepreneur

I read a lot.

What I haven’t ben paying attention to lately is what I’m reading.

Don’t get me wrong, I’m still going to read for pleasure, distraction, my book club, myself.

I need to get back into the habit of taking 15 minutes at the beginning of my day to read something about sales and/or leadership.

Which brings me to my request – comment and let me know what you’ve been reading so I can get a good list going!


what are you doing “instead”?

Most people I work with aren’t sitting texting ou playing on their phone “instead” of working.

Rather they are choosing something “instead” of a task they don’t want to do…
> crafting an email response instead of calling
> talking with a customer instead of prospecting
> asking someone else’s advice instead of taking action on the first solution

This may be true in your life outside of sales as well…
> laundry instead of cleaning the bathroom
> soup instead of the salad
> weight training instead of cardio

Today I want you to put your priorities in line – most important at the top. Don’t allow yourself an instead – tackle what is important.

In the end, instead is really an EXCUSE.

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