I talk with software reps and software users almost every day of my life. We typically talk about how they can improve their communication with prospects and customers and that often leads to how they can automate the process. That usually leads to a conversation about how the rep feels about receiving automated emails. Their answer is typically that they never see them because they're sent to their spam folder. So, I ask them what makes them think that the emails that they're sending using automation are getting through.

My alternative title was "You can't make this stuff up!"

I start most coaching calls with some version of what would you like to talk about?

Today, one of my reps said,

As you may know, I've helped a few people get better at sales and I'm pleased to say that many of them have gone on to become very successful sales managers, directors, VPs and a few MDs and CEOs. I remember one time, one of my clients asked what I thought about them becoming a sales manager. I answered him, but before I share the answer, I'd like to set the stage.

Sometimes I think... "Buyers and sellers deserve each other."

How many times have you heard someone say, "2020. What a year!" It was quite a year and perhaps in the way that the speaker intended, but, with your permission, may I offer another perspective?

As you may know, I spent a couple of decades in the debt collection industry. I've written about the experience a few times and shared them recently on LinkedIn and Twitter. I learned a few things from debtors that I applied to sales and have shared them with my clients over the years.

How long have you been in sales? Have you ever driven to a prospect's office? How many prospects' offices have you visited this year? Last question...

Have you changed your mindset this year because you had to or because it was better?

Think about all the changes that have happened this year and think about how you reacted.

"You can't make this stuff up."