What’s It To You?

What’s it to you? That’s the kind of response your coaching or consulting questions get when the person you’re talking to feels you’re being too interrogative. Or they may just have a “cob on”. Next time you get caught in this trap, remember to sugar coat your questions first so as to relax them and give them purpose. Here’s some new suggestions: “Just so I know” “To help me understand” “To make sure I’m clear.” “May I ask” “It would be helpful to know.” I’m sure you can add some…

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This is How You Onboard Your Salespeople

It was announced last month that Learner drivers in the UK can be taken onto a motorway as part of their instruction to pass the test. And about time too. I remember passing my test way back in 1983. I’d never experienced a motorway before, and when I entered one for the first time, it frightened me to death. Since then hundreds of thousands of new drivers have experienced the same dread. Many probably have avoided motorways because of this fear factor and when they do, may well be the…

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A Fatal KPI Mistake

KPI’s, metrics, sales measurements…call them what you like, but they dominate the lives of salespeople. I’ve spoken to hundreds of them who continuously moan about the futility of the KPIs that they are measured against. But firms continue to design and measure completely irrelevant metrics. Let me explain the mistake that many make. The quote comes from Ken Bate’s excellent documentary of the Vietnam War and the USA’s insistence to measure body count. In other words how many dead enemy soldiers they could achieve each day/week/month. A ludicrous KPI but…

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