Pause like Pacino

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A week ago, I posted a version of “When Cicero speaks, the world marvels. When Demosthenes speaks, the world marches!” and a lot of people liked it and shared it to their groups. The source and origins of this quote is unknown to me. It could be Plutarch or it could have been former Prime Minister Gordon Brown of United Kingdom. What I know is that I relate to it powerfully, and I like to make everything I put out into the world about communications, about leadership and about unleashing inherent excellence resonate with the essence and the power that lies hidden in this quote. For me, it contracts and consolidates what throbs inside my HeART when i speak. When I speak, thus, I endeavour to stir up thought and churn out massive, constructive and positive action.

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Large Crowd Energizing Techniques

The sight of any large audience can give the heebie-jeebies to the best of public and professional speakers. To get nervous is normal. To be in awe of the energy pulsating from crowds is also normal. There are however, across the world, a handful of speakers who know how to manage and motivate large group energy by using the energy that emanates out of these crowds. These brilliant speakers are conversant with the science and psychology of large groups and have mastered a few techniques to tame and entertain the beast. Here are a three of my ideas and the science behind them.

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Coaching Seventy Times Seven

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So, at the end of the 5th HeART2HeART Sales Management and Coaching Workshop, this question “How long and far into the future must a Sales Manager coach his sales force?” was answered and answered well.

One of the participants, a Sales Manager with over 15 years of experience and who heads a team of over 50 salespeople nationally, quickly and smilingly responded with “seventy times seven!”Well, close we all thought, not exactly from that perspective but definitely with that kind of an attitude.

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Five Questions on Sales Coaching

It has been an interesting day one at the 5th HeART2HeART Sales Management & Coaching workshop at the Ascott in Makati, Philippines. Though I have talked many times about the various aspects of coaching at several venues still the questions that come up from a brand new audience create brand new opportunities for deepening and broadening my understanding of the field.

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Coaching and Mentoring

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As I am about to walk into another session of HeART to HeArt Sales Management and Coaching, a thought enters my mind saying people will ask me the difference between coaching and mentoring. It is a common question because many are still learning and will always continue to learn new disciplines.

Coaching is when you work with a ‘client,’ not a ‘coachee’ as many refer to the partner, to help him achieve a specific set of goals in a specified area within a chosen period of time ad with the outcomes having a measurable and beneficial impact on the client. In coaching, a coach does not teach, does not instruct, and does not impart any part of his own beliefs or choices at work or in life upon the client.

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Sales Coaching, a Calling

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The real value underlying coaching others, especially your sales teams, is the fact that while you are helping, guiding and nurturing others into being their own best and unleashing personal resources for personal success, is that you as a coach, as a leader learn thrice as much. These are just three of the things that happen to YOU when you coach others:

  • Your own insights into the finer nuances of selling skills multiply exponentially.
  • You become a more cautious and a careful person and develop an uncanny ability into seeing what others need, what others say and how others express themselves.
  • You also learn to assimilate information in a dynamic and a holistic way.

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Enterprising Young Musicians

It is true that the cognitive business skills for starting, running, and succeeding at a business venture can be gleaned from a book and learned from business schools. But there is no entity that can impart and equip an entrepreneurial candidate with what economist Joseph Alois Schumpeter rather romantically described back in 1912, as “the will to conquer, the dream and the will to found a private kingdom, and the joy of creating, of getting things done.”

Most successful entrepreneurs do discover and master the science behind, “the will to conquer, the dream and the will to found a private kingdom, and the joy of creating, of getting things done.” But, after suffering excruciating pain and paying an enormous price.

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26% at 3 Hours Per Month, Per Sales Rep

The three major ingredients for expanding and increasing company wide sales are:

1.) Flawless Sales Planning
2.) Employing and Deploying Slick and Self Motivated Sales Personnel
3.) Training and Coaching everyone on the Team and beyond.

Of these three ingredients for expanding and increasing company wide sales the least understood and executed well is the discipline of coaching our sales forces.

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