By now, you probably know that when I coach a rep, I use OMG to gain Insights into the rep's 21 Sales Core Competencies and that each competency may have more than a dozen components. One particular component can be a killer.

It's not unusual for me to spend 10 - 20 hours/week coaching reps on recent or upcoming sales situations. Every day, I hear one or all of these.

March 7, 2021 to April 7, 2021 was a month of one significant event after another.

Last week I spoke to a group about Consultative Selling. Not surprisingly, we started talking about the 17 attributes of Consultative Selling that we look for when we evaluate whether a sales candidate can and will sell consultatively.

This should be short.

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?