Here’s a quick story that highlights the difference between a high performance sales team and one that needs your constant supervision.
One warm summer day a few years back, I was driving along the interstate heading up to Cleveland. It was one of those days where everyone was at an optimal cruising speed that was about 10 MPH above the posted speed limit.
Here are a couple of meeting management tips I used in some of my past coaching sessions for leadership teams. Unusual… Unorthodox… Crazy… Call them what you will. They get the job done, especially when you use them as coaching opportunities
Meeting Management Tactic: Controlling Access
In this session with a client in the Ohio area, I was reviewing sales leadership practices with the organization’s management team. Continue reading →
As a sales leader, you will often find your people looking to you for wisdom, direction, and reassurance. Therefore, you need a coaching process that takes time to build up the people who make up your talent pool. We need to look beyond what they can do today and help them realize what’s possible tomorrow. When you invest in building your team members, you are investing in your organization’s future. Continue reading →
Also, consider the cost of holding a meeting. In order to conduct your meeting, you need a room with presentation resources. So you have the cost of the room and the cost of your time to set it all up and break it down. Continue reading →
9 Guidelines for Conducting Effective Meetings to Solve Challenges
In reviewing some of my notes from past sessions with clients, I came across these ideas for leading effective meetings.
I’ve used these ideas to lead my team to address specific challenges, problems, and issues we faced as a company. They have kept our meetings on point, focused on the problem, and constantly moving forward to identifying a solution.
However, you can easily use these ideas in a sales meeting with a client to overcome an objection. Or perhaps to help a customer through a post-sales issue with your product. Continue reading →
When you’re hiring salespeople, you’re hiring someone to represent your company. Afterall, they are the face of your brand. So it’s only natural that you would want to hire only the best. Does this mean they have to have a lot of sales experience? Not necessarily, but they should possess certain traits which in the end, identify them as a successful salesperson. Based upon my observation, I believe highly successful salespeople must posses the following seven traits: Continue reading →
Lance Tyson is an industry leader in sales training, development, and management. Selling is an Away Game is a must read for any sales professional, sales leader, or aspiring candidate in the industry.
Chief Revenue Officer, Tampa Bay Sports and Entertainment