The Executive Sales Coach

Share Ideas, Not Expectations - Download Excerpt #4 of Coaching Salespeople into Sales Champions
March 27, 2008, 2:40 PM
Managers and executives have the power to shut down a conversation or open up a dialogue. Quite often, they don’t realize how much of an influence they have over their staff and how influential they can be without even trying. When a manager takes a strong stand or position and makes a statement like, “Here’s the solution” or “Here’s how it is,” it removes any opportunity for others to contribute a different and potentially better idea.Here's the PDF you can download now of Fatal Coaching Mistake Number Five: Share Ideas, Not Expectations.

The Seduction of Potential. Download Excerpt #3 of Coaching Salespeople into Sales Champions
March 26, 2008, 5:55 AM
There are three areas in which managers constantly struggle. One area is deciding who to hire and where to find good talent. The second is deciding who to invest the time in turning around, and the third is determining who to let go and when to do it. These are the tasks that managers complain about the most. And at the root of these challenges leads back to one thing. Potential. Yes, we are often seduced by the potential that we believe we see in others. We believe that sometimes, if we wait for that underperformer to 'turn it around,' ...

Coaching Salespeople into Sales Champions
March 24, 2008, 5:55 AM
Part two of a five-part series: Barriers to Coaching Your Team.

New Book Released! Download an Excerpt of, Coaching Salespeople into Sales Champions: #1 - Chapter 10. The Art of Enrollment
March 21, 2008, 7:30 AM
In celebration of the release of my latest book, Coaching Salespeople into Sales Champions,, I'm going to be sharing with you five special and exclusive book excerpts over the course of the next week for you to download and enjoy immediately! It's a PDF, so load it into your PDA and take it with you. The first excerpt is from Chapter 10. The Art of Enrollment.

Interview With Jim Blasingame on Making the Transition from Manager to Executive Sales Coach
March 19, 2008, 6:00 AM
Here's the audio interview I did with Jim Blasingame the other day you can listen to. We cover some interesting points in terms of virtual sales teams, coaching vs. managing, making the transition from manager to coach, how to motivate salespeople, how to handle an underperformer, the language of leadership and much more.

Executive Sales Coaching Tip: Coach the Whole Person
March 17, 2008, 5:15 PM
The last book I wrote was on the subject of closing the sale. Soon after the release of this book, Entrepreneur radio had contacted me to do an interview. A few minutes into the interview, I was asked what the biggest obstacles were that prevent salespeople, entrepreneurs and business owners from closing more sales faster. As straightforward as my response may have sounded, is as difficult and challenging it could be to execute. Here's what I said. There are three things that prevent people from bringing in more sales with less effort.

Sales Powerhouse Mary Delaney Joins Landslide's Advisory Board
March 15, 2008, 3:50 PM
Just got this message from the CEO of Landslide, Razi Imam, who happens to be an incredible person and leader. There's a reason I sit on their advisory board, aside from an exceptional product, a great team of people. Here's the announcement.

Survey: Most Salespeople Happy with Management, Despite Stress, Lack of Leads and Absence of Training
March 13, 2008, 6:00 AM
A recent survey conducted by SalesDog.com reveals the people who sell products and services for a living have conflicting feelings about their chosen career. The survey found that, while most sales professionals are reasonably satisfied with their jobs, they consider high stress to be a significant occupational hazard. In fact, nearly six out of 10 respondents said they consider their jobs stressful. Read the survey results here.

What Exactly Can You Coach in the Gap? Ten Areas to Coach Someone
March 11, 2008, 3:10 PM
The Gap is where the real magic and true impact of executive coaching takes place. It's the space between where someone is today and where they want or need to be.

Book Watch: SuperStar Selling: 12 Keys to Becoming a Sales Superstar
March 11, 2008, 6:45 AM
Can something new possibly be written on this subject? It looks like Paul McCord Author of has made claim to a new and powerfully effective model for selling success.