Bad sales managers push two buttons: 'more' and 'panic.' Great sales managers have one more button to push: the 'how'.
I define coaching as launching the salesperson on a voyage of discovery by asking questions.
New sales managers are the forgotten rookie - they were pros at selling, but all of a sudden they're a rookie at management.
I had been fighting since 1998 and knowing that this was going to be my last fight – I was not going to leave any questions or anything out there as far as, ‘Could I have done anything different?’ I was going to give this everything I had. My last memories of being a fighter were going to be good ones.
You have to get buy-in as a leader, instead of demanding adherence to management. Phil Jackson sought Michael Jordan's support before installing the triangle offense.
