Author Archives: avbgs

Create a Winning Sales Culture | Value of Skilled and Trusted Coach

Coach

“Really, coaching is simplicity. It’s getting players to play better than they think that they can.”

Tom Landry

Great leaders and coaches have a basic understanding (either learned or intuitive) of psychology and human behavior. They connect with people and build trusting relationships; they understand what each person values. Furthermore, leaders/coaches apply this knowledge so as to inspire individuals to unleash innate abilities and talents that may lie dormant or at best, underutilized…Instinctively, great coaches get to know people in such a way that they understand how to tap into unrealized potential. In most cases, this is capacity or potential that perhaps the person may not even know is within him/her. In short, great coaching is not just about developing the right skill set which without a doubt is extremely important; however, it’s much more encompassing.  Great coaching and leadership is about touching the hearts and spirits of employees, laying the groundwork for inspired and significantly enhanced performance and execution.  From a psychological standpoint, here is a quote relative to a scientific fact:

“The subconscious mind regards the words and thoughts that get lodged inside it as expressing and describing a real situation, and therefore endeavors to align the words and thoughts with reality. It works diligently to make these words and thoughts a reality in the life of the person saying or thinking them.” -Remez Sasson

From my experience, this is particularly true when the aforementioned words and thoughts are communicated from a trusted authority figure. And, as mentioned earlier, that is not to say that these words and thoughts are somehow “magically” making the impossible now become the possible; quite the contrary is true. These “newly found capabilities” already reside within the realm of the individual’s capacity. The trusted authority simply expresses confidence in the person, provides some expert guidance and advice, while making the person aware that this potential is there, waiting to be utilized. (Of course, it’s not quite that simple, because good coaching is a skill that requires significant development and commitment, but I believe you get the point.)

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Create A Winning Sales Culture | Employee Ownership

“There are only three measurements that tell you nearly everything you need to know about your organization’s overall performance: employee engagement, customer satisfaction, and cash flow.” –Jack Welch            A key characteristic of winning sales cultures is operational excellence, and the foundation for this strategic advantage lies with the sense of… Continue Reading

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Create a Winning Sales Culture | Execute with Discipline | Consequences

  “Wisdom consists of the anticipation of consequences.” – Norman Cousins “Consequence – Something that happens as a result of a particular action or set of conditions”                                      – Merriam-Webster Dictionary This is the final article in the series covering disciplined execution: ‘Visibility, Accountability, and Consequences”. For high performing sales teams, the culture is built upon… Continue Reading

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Create a Winning Sales Culture | Execute with Discipline | Visibility

Create a Winning Sales Culture – Execute with Discipline – Visibility “Perception is strong and sight weak. In strategy, it is important to see distant things as if they were close and to take a distanced view of close things.”  Miyamoto Musashi, legendary Japanese swordsman Our examination of sales execution continues from the previous article… Continue Reading

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Create a Winning Sales Culture – Execute with Discipline

Create a Winning Sales Culture – Execute with Discipline                                          Without execution, ‘vision’ is just another word for hallucination. Thomas Edison This is a continuation of the discussion regarding a framework for execution: Visibility, Accountability, and… Continue Reading

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Create a Winning Sales Culture | Execute with Discipline

Create a Winning Sales Culture – Execute with Discipline “Effective leadership is putting first things first. Effective management is discipline, carrying it out.” Stephen Covey Execute – Winning sales cultures are competent at planning and execution. And while a thoughtful plan is a necessity, without effective execution, it is practically worthless. I want to share… Continue Reading

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