Blog Creating Sales Champions—One Manager at a Time

Underperformance costs companies billions of dollars each year. The Gallup organization reports nearly 81% of employees are actively disengaged and only ONE out of TEN managers possess the skills and talent to manage and coach. The typical approach to address performance issues is implementing the HR compliant PIP (Performance Improvement Plan), which DOES NOT work, …

I have a confession to make. For the last two years, I’ve been out of my integrity. 😲 Let me explain. Yesterday, while exploring the surreal beauty of Locarno, Switzerland, I hiked up the Alps (bucket list, check ;-) to the cable car which takes you up to Monte Rosa, the highest mountain in Switzerland. …

I’m excited to announce my first LinkedIn Live session! I invite you to stop by with your most pressing questions and challenges, as we focus this conversation on becoming a world-class sales leader and coach in a remote world, so you can build a team of sales champions, and successfully coach anyone, at any time, …

Here’s a painful paradox. Managers create the very problems they try to avoid. That’s why it’s time for you to quit your job. No, I’m not suggesting to hand in your resignation letter but to resign from your toxic role as Chief Problem Solver. Imagine this. You’re at your desk, and you receive an email, …

Here’s a paradox. While we strive to bring that which we want most into our lives, our thoughts are preventing us from doing so. Stop rewriting the wrong story in your head. Try this instead. Don’t believe everything you tell yourself. Contrary to our usual mode of believing all of our thoughts, just because we …

Every manager has been in this difficult position, which has been further exasperated by our remote workforce. That is, “How do I handle an underperformer?” Unfortunately, practically every company’s process around handling performance issues does not work. What if the underperformer handles themselves? Now, they’re the ones making the firing or hiring choice. The great …

A Global Epidemic I was talking with a WW head of sales and their sales enablement team. They said they want their managers to start proactively coaching effectively and consistently. Throughout the conversation, everyone kept making a similar comment. “WE WANT ALL MANAGERS TO COACH 70% OF THE TIME.” My response was, “If you want …

Here’s a recent webcast I did with Brainshark. With the stress and pressure managers are feeling to produce, transferring this pressure to your team just breeds uncertainty, fear, and disengagement. The best managers have learned how to coach their team, especially when their team is remote, to build an engaged, coachable, and cohesive team that …