Colleen’s Blog

It’s been an exciting week addressing Sales Leaders from across North America. Here is what I have learned:  1. Money is not the best tool to ensure your team hits quota, accountability is. 2. If your company is consistently not hitting their sales goals, it’s the sales leaders fault. 3. Both preventative and contingent coaching are required for the best sales results.

Chris and I spent an afternoon scuba diving with the team at Key Dives. What an exceptional experience they created for everyone on the boat! And, as usual, I can distill a number of lessons that you can use to grow your business from my experience. Here are the top three: 1) Expertise matters but it must be captivating as well. The captain of our boat was a commanding and authoritative man, but also fun and likeable. He had charisma and rapport with his crew and guests that made you want to listen to him. Diving is fun but also risky, and the briefings are critical for everyone's safety. Our captain held the entire boat with rapt attention. As a contrast, when was the last time you saw a flight attendant receive 100% attention to their preflight briefing? Lesson: Bored customers learn nothing (and buy nothing).

I'd like to share a few thoughts with you. When traveling, working with clients and in my everyday interactions, I am always staying receptive to potential lessons that could benefit you.  In case you were wondering, here is what has been on my mind for the last week. Some of them may seem obvious at first, but the number of sales leaders who are neglecting these simple ideas is staggering. Don't let it be you!