The Burnout Barrier: Recognizing and Resetting Before Sales Performance Slips
The Burnout Barrier: Recognizing and Resetting Before Sales Performance Slips It rarely starts with a meltdown. Burnout in sales doesn’t usually announce itself in big, dramatic moments. More often, it tiptoes in quietly. The high performer who starts missing small details. The enthusiastic rep whose energy flatlines. The teammate who used to lead the charge […]
Why Your Coaching Culture Isn’t Sticking
Why Your Coaching Culture Isn’t Sticking A company rolls out a coaching initiative. The leadership team gets trained. The managers have their one-on-ones. The language shifts slightly—more questions, less telling. For a few weeks, maybe even a few months, it seems like things are moving in the right direction. Then something happens. Deadlines tighten. A […]
The Silent Influencers: How Microexpressions Impact Sales Outcomes
The Silent Influencers: How Microexpressions Impact Sales Outcomes There are moments in every sales conversation when the energy shifts—when a buyer leans in, checks out, lights up, or quietly begins to pull away. Most of the time, these shifts are subtle. They’re not spelled out in words or clarified in emails. They happen in the […]
The Hidden Cost of Ignoring Emotion in Coaching Conversations
The Hidden Cost of Ignoring Emotion in Coaching Conversations In the pursuit of productivity, efficiency, and performance, many leaders have learned to coach with their heads and not their hearts. Logic becomes the default language. Data drives the discussion. Metrics outweigh meaning. And emotion—if acknowledged at all—is often viewed as a distraction from the real […]
How Oxytocin Impacts the Buyer’s Brain: Creating Connection Without Being Pushy
How Oxytocin Impacts the Buyer’s Brain: Creating Connection Without Being Pushy In a world where buyers are more skeptical, informed, and distracted than ever, the pressure on salespeople to “cut through the noise” has never been higher. So we push a little harder. Follow up a little faster. Try to “close the gap.” But the […]
Practicing Gratitude in Sales: The Unexpected Driver of Long-Term Growth
Practicing Gratitude in Sales: The Unexpected Driver of Long-Term Growth Gratitude isn’t typically the first word that comes to mind when you think about sales. We talk a lot about persistence, ambition, resilience, and strategy. But there’s one quality that quietly powers all of them, gratitude. And not in a cheesy, “thanks for your time” […]
Coach the Whole Human: Why Personal Values Should Guide Performance Conversations
Coach the Whole Human: Why Personal Values Should Guide Performance Conversations We spend so much time in performance conversations talking about goals, KPIs, quotas, and metrics. And those things matter—but they’re only part of the equation. If we want to inspire sustainable performance, we need to look beyond the numbers. We need to start coaching […]
Emotional Arcs in Sales Conversations: How to Guide the Buyer Journey with Intentional Shifts
Emotional Arcs in Sales Conversations: How to Guide the Buyer Journey with Intentional Shifts Sales is not just about information, it’s about emotion. We’ve all heard the phrase, “People buy with emotion and justify with logic.” But neuroscience doesn’t just support this, it explains it. When we understand how the brain processes emotion in conversation, […]
Your Team Craves Psychological Safety: How to Build It and Why It Matters
Your Team Craves Psychological Safety: How to Build It and Why It Matters In a fast-paced world where businesses chase revenue, KPIs, and quarterly wins, there’s a quieter need often left unmet—psychological safety. You won’t find it on most performance dashboards, but it underpins everything that truly drives team success: innovation, engagement, retention, and trust. […]
How to Measure the ROI of Your Sales Efforts
How to Measure the ROI of Your Sales Efforts Measuring the return on investment (ROI) of your sales efforts is critical for understanding the effectiveness of your strategies, optimizing resources, and driving sustainable growth. While the concept of ROI seems straightforward—calculating the revenue generated relative to the cost of sales—it involves more than just crunching […]
