Every day, somebody tells me, "We had a great conversation" or "They had huge pain" or "I did a great demo" and we established next steps, but they didn't follow through, they won't return my calls or they went dark.

Every freaking day!

Friday was no different.

Mauricio Suarez just finished his 4th month with us and just shared his story

Three questions:

1. Did somebody train or coach your salespeople today?
2. Which of the 21 Core Competencies did today's training address and was it what needed to be addressed?
3. Do they know what to do and can they do it?

I guess that's four questions, but we always ask #3 as one.

Are your salespeople extroverted? Persistent? Focused? Likeable? Intelligent? What else? Do you know which of the 21 Core Competencies they have and where they could improve?

A few thousand people are warching a conversation on LinkedIn as to whether or not a sales coach or manager needs to listen to their salespeople live, listen to recorded sales calls or rely on the salesperson's memory and the coach's skill at getting to the truth.

Last week, Jesse Gonzales wrote 

One day a secretary is leaving on her lunch break, and she notices her boss standing in front of a shredder with a clueless look on his face. The secretary walks up to him and asks if he needs help. "Yes!" he says looking and sounding relieved, "This is very important." Glad to help, she turns the shredder on and inserts the paper. Then her boss says, "Thanks, I only need one copy."

1. Get yourself and your sales team (1-100) evaluated
2. So that you can design the program that they need
3. Pay close attention to the affect that your skill set affects your people's reaction to coaching.

Can you double sales between Independence Day and Labor Day? It starts here.

This morning, my neighbor sent me an email with that subject line. He claimed that there were only 11 times in history where the "F" word has been considered acceptable for use.