Facing Your Resistance To Change And Moving Past It

By: Susan Mahoney I consider myself an agent of change. I’ve spent most of my career as a consultant, helping organizations improve sales results via some kind of change in training, coaching, technology, or leadership. For these interventions to deliver results, the people involved also need to change their beliefs, practices, and behaviors. However, most people…

This Mindset Shift Can Make You A Sales Coach

By: Susan Mahoney When companies train sales managers to be more effective coaches, more of their reps meet their sales quota and revenue increases, according to the Association of Talent Development. This correlation alone should be enough motivation for companies to train sales managers to be coaches. However, in my experience, most sales managers have…

You Need To Know How To Diagnose A Revenue Gap

By: Susan Mahoney In his book, “When Breath Becomes Air” neurosurgeon Paul Kalanithi discusses an informal diagnostic practice he developed with a fellow surgeon in the stress of the trauma room. They would use the size of a state’s population to summarize the severity of a head injury. For example, one patient may be a “Wyoming”…

Get Better At Feedback And Watch Your Career Advance

By: Susan Mahoney The state of coaching and mentoring in the business world—particularly in the sales world where I do the majority of my consulting work—is pretty lame. Researcher Brene Brown observes that a lack of meaningful feedback is the #1 reason that talented people leave their firms. If feedback is so critical to employee engagement…