Coaching & Skill Gap Training
Correct Diagnosis & Solution – Getting a Handle on What Your Business Needs to Succeed
If you are sick and needed a doctor’s advice, would you settle for someone telling you that I think this is what is wrong or I think this will make you better, or would you keep looking until you find a physician that would correctly diagnose your symptoms and then say this is the problem […]
The Professional Standards For Sales Excellence
The Professional Standards for Sales Excellence training program was designed to teach the specific steps on how to build, maintain and manage a book of business. Surprisingly, this is the first program of its kind to provide this type of in depth training on this most important subject matter because just about every business depends […]
The Importance of Implementing Strategies that Produce Sustainable Results
I have a saying that goes something like this, ‘What you cannot define you cannot measure; what you cannot measure you cannot reproduce; what you cannot reproduce, you cannot control or manage.’ I came up with this quote while designing the K-Method Systems & Processes to explain why most salespeople and the businesses that they […]
How to Intentionally Use Training as a Business Development Strategy – Part I
One of the toughest decisions that most business owners struggle with is deciding whether to commit to training programs that are not associated to a capital investment. Unfortunately, this resistance stems from the poor track record that many of these training programs have in producing measurable results. Although these concerns are often unspoken, it explains […]
The #1 Reason Why Sales Training Programs are Failing Salespeople!
The ambiguous act of sales training is responsible for the high failure rate of salespeople everywhere, in every industry. Quit kidding yourself by engaging in activities to achieve a result that you have not yet defined. For instance, most people refuse to acknowledge that success is an illusion chased by those that fail to identify […]
The Most Important Skill Managers Must Learn to Excel
The key to success in management is being able to control the controllable and intentionally cause change in the areas that you are responsible for. This can only happen when there is complete clarity regarding expectations, deliverables, responsibilities and the processes that are utilized to produce results. Knowing how to drill down into the problems […]
Redefining the Sales and Training Models
Building a successful selling career is not complicated, but it has remained a mystery to most of us in the profession. We celebrate the superstars because they have figured out their own personal formula and we punish the under-performers because they just cannot seem to get it. The fact of the matter is that if […]
Redefining Sales Training
I get asked many of times if I am a motivational speaker and I usually smile when I hear the question because I know why they are asking. I am extremely curious so when I’m engaged in a conversation, I ask a lot of questions that usually get people thinking differently about what they have […]
Management Training – Closing the Gap between Corporate Speak, Practical App & the Results You Actually Get!
Process improvement programs from TQM, to EDGE, to EXCEL, to CEE & more…all these acronyms represent the manufacturers’ commitment to proactively impact the customer experience across their diverse distribution channels. The objective for all is the same; implement systems & processes that will equip their dealers with tools and strategies, which they will in turn, […]
The Need to Re-define the Dealership Training Model
When it comes to training and the development of dealership professionals, what continues to bear true is that the ambiguous expectations of the results that the dealerships are trying to achieve is the primary reason for dissatisfaction and buyer’s remorse. For this reason, I have reinforced to my clients when I consult or train that […]