The DiSC assessment is invaluable in knowing how to motivate and coach sales people who have diverse personalities.

Establishing and communicating baseline performance expectations (for both results and activities) makes it easier to confront difficult performance issues.

The Naming-That-Meeting discipline ensures meetings are productive since clear expectations are established.
Hiring the right sales people is critical to the success of our business. Never again will I settle for less!

Looking beyond today’s tasks to improve systems, processes and people is necessary if we’re going to over-achieve our goals.

The belief and behavior assessments are the backbone for developing, implementing and tracking sales plans and strategies.

It’s critical that the entire management team be consistent on company strategies so that we’re working synergistically.

Asking the question, “What would you do that deliver results if you couldn’t use that excuse?” has resulted in creative solutions to difficult obstacles.

Maintaining focus on clearly established accountabilities improves overall performance.

An outside sales management expert can help us exceed our goal.

There are no acceptable excuses for not performing. Personal accountability is needed from everyone on the team.

There’s a sense of urgency in sales. Time kills deals.

Teaching my sales staff to accurately qualify prospects has been essential to improving closing ratios.

It’s important to terminate a relationship that is inconsistent with your focus.