Sales Managers

This month, we’re exploring what it means to BE a Student—committing to continuous learning to stay ahead.

This week: Practice elevating your awareness.

This series continues with the spirit of curiosity and dancing in the unknown.

It’s understandable that our brains want to compartmentalize information in order to process it. When faced with something new, we instinctively move toward it or away from it.

Why Elevating Awareness Matters

Staying with elements of the Buddhist tradition, be th…

his month’s theme is Being a Student: Commit to Continuous Learning to Stay Ahead.
Embrace a growth mindset to keep your skills sharp and your sales performance strong.

This week: BEing a Student… Cultivate a ‘beginner’s mind.’

This series is about keeping a keenly curious nature about the world and what’s in it.

The Buddhists call it a beginner’s mind—when you bring nothing to everything and see what unfolds.

As adults, we tend to bring what we know to new conversations and circumstances. We…

Silence. It’s rare in our world, and even rarer in sales. Yet in July’s BE Series, we explored how silence isn’t awkward—it’s powerful. Used well, silence builds trust, creates clarity, and moves conversations forward in ways that constant talking never can.

Here are the key lessons we uncovered about when—and how—to be quiet.

Be Quiet After You Ask a Question

Whether you’re asking a customer, “What are you planning to invest in your project?” or asking a sales consultant, “What part of the…

This month’s theme is Being Committed, and we’re exploring how to Secure the Sale or Schedule the Next Step.

That means confidently leading each interaction toward a clear outcome—despite the twists, turns, and roadblocks that sometimes get in the way.

This week’s focus is: Being committed despite setbacks.

While we can anticipate possible obstructions, we can’t predict them all.
We can’t control the circumstances, or the weather, or other people.
Setbacks are part of the game.

Adversity ca…

This month’s theme is Being Committed, and our focus is on how to Secure the Sale or Schedule the Next Step.

This is the step where all your earlier efforts come together. It’s the culmination of the entire sales process—and it depends on your ability to confidently lead each conversation toward a clear result.

This week, we're looking at: Being committed to producing an outcome.

Achieving an intended outcome begins with exactly that—intention.
Start with the end in mind and direct your action…

Sales management doesn’t need more action. It needs the right actions—taken consistently.

I recently shared some thoughts with the Home Furnishings Association about what makes sales teams truly effective—and it goes far beyond just hitting the numbers.

From setting clear goals to coaching in real time, building structure, and leading by example… these are the strategies that drive both profitability and performance.

If you’re leading a team (or supporting someone who is), I hope this article…

As a rule, it’s better to err on the side of telling less. Too much detail and too many options confuse the decision-making—and the buyer.

Instead, ask: “What would you like me to tell you?”
Then… just talk about that.

You can always follow up with, “Would you like to know anything else?” And if they say no, go ahead and ask for the order.

Tell just enough.

Here’s a question worth remembering:

W hy

A  m

I

T  alking?

If you’re wondering that, chances are… you’re talking too much. And prob…

BE Succinct  For sales professionals everywhere.

In our ongoing series on BEING Succinct, we've emphasized the importance of clear and concise communication in sales interactions. A crucial aspect of this approach is understanding where your prospect stands in their decision-making process. This awareness allows you to tailor your communication effectively, providing the appropriate amount of information to guide them toward a confident purchasing decision.

Consider:

• How long have they be…

For sales professionals everywhere

Being scheduled takes organization and structure to the next level. It’s about more than just having a to-do list—it’s about placing actions in time where they need to happen for both you and your clients.

When you schedule appointments, you create commitment, clarity, and momentum. You take control of the process instead of leaving follow-ups and next steps to chance. Appointments are an agreement between you and your client—a commitment to progress.

Why Sc…

For sales professionals everywhere

Being structured is about setting up systems that support action—so that what needs to happen actually happens. Structure isn’t limiting; it’s a foundation for success.

Think of a bridge—it provides support, stability, and a clear path forward. A calendar does the same for your time. A checklist keeps you on track. Without structure, even the best intentions can fall apart.

Why Structure is Essential

Some people resist structure because they associate it wi…