It’s Goal Time

As we wind down 2016 and begin thinking about what we want to accomplish in 2017, I feel it’s timely to revisit my 5 rules for setting and achieving stretch goals.

Most of what I know about goal setting I learned from Maxwell Maltz, the author of Psychocybernetics, and Ron Willingham, a terrific sales expert who has studied goal setting as much as anyone I know. I highly suggest that you read anything they have written on goal setting because it is all “gold”. Continue reading

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The Most Important Leadership Skill?

One of the most important leadership principles I learned along the way was gleaned from a professor of Psychology at Notre Dame, who had recorded a program entitled, “Are you an Amateur or Professional in Selling?”  He made a statement in that program, which has resonated with me from the very first time I heard it, “How a person feels determines their behavior more than what they know.” Continue reading

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What’s Your Q?

The starting point of all personal improvement and development is self- awareness. The more in tune we are with what we are great at and what is still developing, the more we can ensure we are focusing on where we as leaders need to get better.

If as stated in last week’s blog, one of our primary roles as field leaders is to be a “private tutor” of selling expertise, then we have to acknowledge that we cannot coach what we do not know. With regards to coaching selling, Delta Point has developed an important concept that we call, “Coaching IQ”. Continue reading

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Time to Get Your Tutor On

Next week in Dallas, Delta Point will hold our second, public, leadership seminar on how to more effectively coach selling success in the field. We have named this strategically important leadership seminar, “Coaching Catalyst”, because we believe that great coaches … Continue reading

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Leader… It’s Not a Destination

One of my favorite things to do is to speak to sales leaders.  Thankfully, it’s something I’ve had the opportunity to do many times over my career. In fact, just this week I had the opportunity to speak to a wonderful group of field leaders from one of our clients.

Inevitably, the question comes up, “What can I do to become a better leader?” Continue reading

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Change Happens – Embrace It and Lead It!

Last week I was the keynote speaker at the Annual Meeting of the Medical Society of Virginia. One of my Virginia Military Institute (VMI) classmates is a past-president of that society and he is someone I greatly admire. He asked me to speak on dealing with change in turbulent times.

The Healthcare industry, and physicians especially, are in the midst of true evolutionary change and many of them are seeing a pace of change unlike any they have seen before. One of my favorite “philosophers” is George Raveling, a Hall of Fame Basketball coach and a brilliant student of human behavior. He is quoted as saying, “People don’t resist change. They resist being changed.” Continue reading

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“I’d Like to Talk about Me – Do You Have a Minute?”

As you read the title of this blog you might be thinking that this would never happen but the fact is it happens thousands of times each and every day.  More often than not it takes the form of, “I’d … Continue reading

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From Dud to Stud – The Incredible Power of Engaging Questions

It was an interesting situation posed by our prospective client – as proof of Delta Point’s abilities, would we be willing to spend some time with a struggling sales representative to see if enhancing their selling skills would change their performance?

The answer was an unequivocal yes.

In hindsight we should have probably better defined “struggling” as we soon discovered that the sales representative was deep into a Performance Improvement Program (PIP) and quite possibly heading towards termination for a lack of sales performance.  Nevertheless, an agreement is an agreement and we love a challenge. Continue reading

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Finding Bud Garrett

I remember my first day of 7th grade at Sherwood Junior High in Memphis, Tennessee like it was yesterday.  That was the day I met Bud Garrett.

Coach Garrett was the coach at Sherwood and he coached baseball, basketball and football. I remember walking past this tall, imposing man and him saying to me, “Boy, you need to go out for football. Be at practice after school today.” Continue reading

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Small Changes – A Must for Big Success

Last week I once again watched Dr. Amy Cuddy’s TED Talk called, “Your Body Language Shapes Who you Are”.  I was prompted to watch it after reading two articles she recently wrote about how important warmth and competence are in order to truly connect with people.

The last 5 minutes of her 21 minute TED Talk, which I believe is one of the most watched TED Talks ever, are simply riveting and I believe should be required viewing for anyone interested in achieving more. Continue reading

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