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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…

BE Committed – Not Just in Words, but in Action

For Sales Leaders Everywhere

June’s Sales BE Series focused on one of the most misunderstood and under-practiced concepts in sales: commitment. Not the kind we talk about, but the kind we demonstrate through action—especially when it gets hard.

Commitment Means Doing, Not Just Saying

We’ve all heard the phrases: “Sell yourself,” “The customer is always right,” “They’ll come back if they’re interested.” But do your actions align with the outcome…

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…

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

This is the step where results are realized. It’s the moment where all the effort and intention of the sales process comes together to create a clear next move—whether that’s a sale or a scheduled follow-up. It's about leading every interaction with purpose and confidence.

This week, we're focusing on: Being committed to the outcome versus attached to the outcome.

There’s a big diffe…

This month, we're diving into the theme of Being Committed—specifically how to Secure the Sale or Schedule the Next Step.

It’s all about gaining commitment from customers by confidently leading every interaction to a clear outcome. This step is where the results of the sales process and interaction occur. It’s the culmination of all previous actions—bringing everything together to drive the sales conversation toward a sale… or at the very least, an appointment.

This week, we’re focusing on: Be…

This month, we’re exploring what it means to BE Brave in sales—showing up with curiosity, presence, clarity, and compassion. This week, we’re talking about: BE Brave – and committed. Can we finish now?

Some sales training programs define objections as buying signals—because objections reveal interest. If that’s true, then overcoming an objection should naturally lead to the next step: asking for the order.

But here’s where many sales fall apart.

Either the objection isn’t fully resolved, or t…

This month, we’re exploring how to BEING Brave in sales—by meeting objections with curiosity, presence, and compassion. This week, we’re talking about: BE Brave – and informative. What options will satisfy them?

This is where it gets tricky.

This is not the time to unload everything you know about the product or service in an attempt to overcome their concern. It’s not the time to drown them in data, hoping to prove their concern wrong—no matter how well-intentioned that might be.

This is the…

The person in front of you is a person—before they are a client or a customer.

This month, we're exploring what it means to BEING Brave in sales—leaning into resistance with curiosity, presence, and compassion. This week, we’re talking about: BE Brave – and present. Why is this a challenge for them?

When they raise an objection, something has them stuck. They're hesitating, unsure. Why?

Are they afraid of making the wrong decision?
Do they feel like they haven’t done enough research?
Are they c…

This month’s theme is BEING Brave—and each week, we’ll explore a different way to apply that courage in your sales conversations.

This week? BE Brave – and inquisitive. What is the real objection?

Too often, when we hear an objection, we rush to make it go away. We jump in with explanations, defenses, even discounts—before we understand what the objection actually means.

Take “It’s too expensive,” for example. Do you know what they’re really saying?

• Too expensive compared to what?
• Too exp…

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…