Here are the top 5 reasons that sales people quit

October 26, 2011

1. Lack of Training – training is an investment VS. an expense

2. Lack of Tools- CRM software, poor or no marketing material, no prospect lists, etc.

3. Lack of Support – poor team support, pressure & ridicule, etc

4. Lack of Leadership- good people quit the boss not the job. They need a leader with a plan!

5. Broken Promises- $$ , Changed Comp plan after X days, no help, etc


Training without coaching is entertainment

January 5, 2009

I’ll bet that you’ve had this experience MANY times: you attend a training session or a workshop (or send your staff) and you get all excited; Sooo many great ideas; you can’t wait to get back to the office; everything is going to be different.  You are going to start doing things in new and better ways. Then, three weeks later what happened?  Probably nothing!


Now, I know that lots of very smart, very hard working folks put together the training programs that we all enjoy – I’ve put on quite a few myself.  But in my heart of hearts, I know that it isn’t likely to add up to much in the way of REAL / SUSTAINABLE change.  Most trainers know this as well which is why so much of training is coming to be called “edu-tainment”. 


There is a reason this happens.  We always adapt to our environment. Since your current environment was designed by the “old you”, you will naturally adapt back to it and most of your insights and big ideas will fade into memory. In addition the pressures in the “real world” tend to mount up quickly and so you jump back into familiar behavior patterns.


The solution …… environmental design coaching that is all about supporting YOU.  If your coach is there to help you make significant changes to your environment or to your behaviors in order to support the “inside” changes you made at the conference, lasting results become the natural outcome. It takes time, support and feedback to make behavioral changes.


If you are going to invest in training, then hire a coach to help you cement that positive changes that you wish to make.

When you ain’t got a sale….

April 20, 2008

You ain’t got Nuthin’ . This comment with a fist pounding on the table got our attention at a management meeting that I attended many years ago. Our foreign born owner was mighty annoyed at the management teams’  finger pointing and blaming. You know same old stuff. It was productions’ fault , no it was the shipping department, perhaps sales was at fault , blah,  blah, blah. He got our attention and rightfully so. You see we all need to get out of the “blame game” and get out there and sell something, make it happen,by golly.  Prospects and customers don’t care at all about our internal company squabbles and finger pointing. they want what they want and that’s it. Soooo, if you find yourself in a similar quandary, or hanging around the office shuffling papers….GET OUT there and SELL. 🙂

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