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Sales Managers
August Be Series: BE a Student — Embrace Learning to Lead Better
August’s BE Series session focused on a powerful theme: being a student. In sales and sales management, it’s easy to think experience alone makes us effective. But the truth is, growth happens when we keep learning—staying curious, humble, and willing to practice. Here are four lessons we explored this month.
Cultivate a Beginner’s Mind
Certainty is the enemy of growth. When we think we already know it all, we stop learning. A beginner’s mind means showing up curious and open—whether in a sa…
Simple Steps to Sharper Sales Performance
This month, we’re exploring what it means to BE a Student—committing to continuous learning to stay ahead.
This week: Consider simple solutions.
In this series, we explore elements of learning and being a student.
As an adult student, we may forego the simple lesson or solution because—well—because it seems too simple.
But here’s the truth: simple doesn’t mean easy.
While a concept or solution might appear simple, the application or action might be difficult. You can “get it” and still not be…
The Sales Skill You’re Probably Overlooking
This month, we’re exploring what it means to BE a Student—committing to continuous learning to stay ahead.
This week: Practice elevating your awareness.
This series continues with the spirit of curiosity and dancing in the unknown.
It’s understandable that our brains want to compartmentalize information in order to process it. When faced with something new, we instinctively move toward it or away from it.
Why Elevating Awareness Matters
Staying with elements of the Buddhist tradition, be th…
The One Practice That Keeps You Growing
his month’s theme is Being a Student: Commit to Continuous Learning to Stay Ahead.
Embrace a growth mindset to keep your skills sharp and your sales performance strong.
This week: BEing a Student… Cultivate a ‘beginner’s mind.’
This series is about keeping a keenly curious nature about the world and what’s in it.
The Buddhists call it a beginner’s mind—when you bring nothing to everything and see what unfolds.
As adults, we tend to bring what we know to new conversations and circumstances. We…
BE Quiet — The Power of Silence in Sales and Leadership
Silence. It’s rare in our world, and even rarer in sales. Yet in July’s BE Series, we explored how silence isn’t awkward—it’s powerful. Used well, silence builds trust, creates clarity, and moves conversations forward in ways that constant talking never can.
Here are the key lessons we uncovered about when—and how—to be quiet.
Be Quiet After You Ask a Question
Whether you’re asking a customer, “What are you planning to invest in your project?” or asking a sales consultant, “What part of the…
When It Doesn’t Work—Try This Instead
This month’s theme is Being Committed, and we’re exploring how to Secure the Sale or Schedule the Next Step.
That means confidently leading each interaction toward a clear outcome—despite the twists, turns, and roadblocks that sometimes get in the way.
This week’s focus is: Being committed despite setbacks.
While we can anticipate possible obstructions, we can’t predict them all.
We can’t control the circumstances, or the weather, or other people.
Setbacks are part of the game.
Adversity ca…
Tenacity Over Tactics: The Key to Closing
This month’s theme is Being Committed, and our focus is on how to Secure the Sale or Schedule the Next Step.
This is the step where all your earlier efforts come together. It’s the culmination of the entire sales process—and it depends on your ability to confidently lead each conversation toward a clear result.
This week, we're looking at: Being committed to producing an outcome.
Achieving an intended outcome begins with exactly that—intention.
Start with the end in mind and direct your action…
Leading an Effective Sales Team
Sales management doesn’t need more action. It needs the right actions—taken consistently.
I recently shared some thoughts with the Home Furnishings Association about what makes sales teams truly effective—and it goes far beyond just hitting the numbers.
From setting clear goals to coaching in real time, building structure, and leading by example… these are the strategies that drive both profitability and performance.
If you’re leading a team (or supporting someone who is), I hope this article…
Stop Talking… and Start Closing
As a rule, it’s better to err on the side of telling less. Too much detail and too many options confuse the decision-making—and the buyer.
Instead, ask: “What would you like me to tell you?”
Then… just talk about that.
You can always follow up with, “Would you like to know anything else?” And if they say no, go ahead and ask for the order.
Tell just enough.
Here’s a question worth remembering:
W hy
A m
I
T alking?
If you’re wondering that, chances are… you’re talking too much. And prob…
How to Know What (and How Much) to Say
BE Succinct For sales professionals everywhere.
In our ongoing series on BEING Succinct, we've emphasized the importance of clear and concise communication in sales interactions. A crucial aspect of this approach is understanding where your prospect stands in their decision-making process. This awareness allows you to tailor your communication effectively, providing the appropriate amount of information to guide them toward a confident purchasing decision.
Consider:
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How long have they be…
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