Let’s face it – it’s tough to be a sales professional right now.  Customer budgets are tighter than ever.  Pressure to perform is greater than ever.  And many of us are working extremely hard without seeing the results.  And here’s the crazy thing: it’s not just your fault that you are missing your number!  After…

We are either growing or we’re dying.  If you want to grow, you must GET OUT of your comfort zone.  The comfort zone is the danger zone.  When we are too comfortable, we get complacent.  When we are complacent, we stop challenging ourselves.  When we stop challenging ourselves, we stop growing.  It’s like a viscous…

Before starting in sales 20 years ago, I was an English teacher living in Venezuela.  When I left teaching I never imagined that I would teach again,  but now I  teach sales every day.  Before starting at Salesforce, I led a sales team of 10 Managers and 70 AE’s at Ricoh.  When I left sales…

Many people confuse grit with grinding. The two are vastly different.  Grit leads to ongoing success and mastery whereas grinding leads to stress and eventual burnout.  According to Daniel Pink’s book Drive, grit is defined as “perseverance and passion for long term goals”.  Grinding, on the other hand, requires working your butt off in pursuit…

Why is it that so many salespeople are stressed out, anxious, and constantly beating themselves up?  After coaching hundreds of salespeople (and struggling with this most of my own life), I believe that the #1 reason is that most people are not Living with Integrity.  So what exactly does this mean?  The word integrity evolved…

Thinking of quitting your sales job?  Before you do so,  watch this video first.  I’ve seen more sales professionals leaving their jobs, or considering leaving, than ever before.  The average tenure for a SaaS AE is now just 18 months at their company. Even top performers are leaving to pursue greener pastures. Why is this…

Last week I ran my first marathon.  My goal was to finish in under 5 hours. I finished at 4:34:32, or an average pace of 10:27 per mile. Here are my top 5 lessons from the Marathon:  1. Take incremental steps by setting achievable goals and hitting them first. Then move on to bigger goals…

During a recession, it’s harder to sell than ever before.   Budgets are tighter, decision makers are gun shy, and spending freezes are common.  This has a direct impact on sales rep performance, as Repvue has recently reported a significant decline in the % of reps hitting quota in 2022 across all segments.  In order to…

What is lifestyle design, and how does it help you thrive in sales?  The term “lifestyle design” is often confused with “laptop lifestyle,” or sitting on a beach somewhere working 5-10 hours per week as a solopreneur.  This is not the correct meaning of the term, and is not relevant for many people working in…

How do you create the life of your dreams working in sales?  It’s not easy, but it’s fairly simple.  You must live by this philosophy every day:  HARD NOW = EASY LATER At 42 years old, I was able to retire from Corporate sales to run my coaching business full time.  I live 5 minutes…