Sales Managers

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…

For sales professionals everywhere

This month, the blog and webinar series are about Being Prepared—with BEING as the operative word.

Being prepared carries a state of mind of thoughtfulness and thinking ahead. It means considering current conditions in business and in your life that will impact the actions you take and the results you produce.

Being prepared coincides with being proactive, as they have a similar relationship to taking initiative. Last month, we talked about Being Intentional…

All of this talk about intentionality can seem daunting at first. The idea of consistently focusing your energy and attention might appear exhausting. And maybe, at the very beginning, it is.

But consider this: intentionality is a practice, not perfection. It’s about bringing yourself fully into the present moment and becoming aware of what’s happening around you—the environment, the people, and the conditions—that might impact your actions and intentions.

The more you practice being present a…

Have you ever noticed how elite athletes or performers prepare just before they take action? Whether it’s stepping onto the track or walking on stage, they all take a moment to breathe. They center themselves. They focus on what’s next, slowing everything down to concentrate fully on the intention of their next action.

In sales, this same intentionality can be a game-changer. It’s about slowing down and aligning every action with a purpose—whether it’s picking up the phone, greeting a new oppor…