5 Ways CEOs Screw Up the Sales Function

Yup, it's true. The CEO or business owner might well be the culprit for slow or stagnant growth. Discover why your organizations 'blind side' is you.

This presentation is designed for entrepreneurs, CEOs and business owners looking to accelerate profitable growth.

Colleen's expertise is real world from her years of working for a small company that is now the largest in the world in their industry and working with hundreds of sales organizations that have successfully scaled revenues. Get ready to have sales myths, old paradigms and outdated approaches to growth exposed and disposed!

Key Learning Objectives - Why your sales infrastructure is stagnating sales and not scaling growth. - Eliminate dart board, generic, one size fits all quotas that encourage mediocrity. - Turnover is good – especially if you've got the wrong people driving and sitting - on the sales bus. Why EQ matters in sales and leadership. Are you the smartest guy in the room – that no one likes? - The power of a sales playbook. You can't manage 10 different sales playbooks.

Emotional Intelligence for Sales Success

The reality is we live in the information age, however, are still running into the same challenges we did 25 years ago in sales. It’s time for a new perspective, it’s time to learn and leverage the power of emotional intelligence.

Based on Colleen’s best-selling book, Emotional Intelligence For Sales Success, this enlightening and entertaining keynote takes a deep dive in helping participants understand how soft skills, EQ skills, produce hard sales results.

Key Learning Objectives - Emotion Management: Stop the trigger-response-regret loop. Avoid defaulting to fight or flight responses in difficult sales conversations. Discover how salespeople conduct sales conversation that create fight or flight responses in prospects and customers. - Emotional Self-Awareness: Discover how this mega skill impacts sales results. ‘That which you are not aware of you cannot change.’ Stop running on the sales treadmill—to nowhere. - Empathy: Elevate the sales conversation by tuning into the real sales conversation, the one that is often not being verbalized. Stop holding generic, superficial conversations with prospects and clients. Develop the deep connection skills that result in real conversations and real sales results. - Execution: Build competitive and collaborative sales teams. The competition is outside the building---not inside the building. It takes a sales village to win in today’s competitive business environment.

Emotional Intelligence For Sales Management Success

Sales organizations face more pressure and competition than ever before. Competition is local, national and international. The information age allows competitors to play the copy cat game quickly. And, many industries are facing the “Amazon Affect” requiring sales organizations to dramatically improve their value and engagement with prospects and clients.

The best sales organizations are led by sales leaders that understand the importance of integrating emotional intelligence into their sales processes. This integration builds sales organizations that thrive in adversity, embrace change quickly and connect with prospects and customers on a deeper level.

Key Learning Objectives - Develop your sales team’s emotional self-awareness. “That which you are not aware of you cannot change.” Stop repeating the same selling mistakes by improving self-awareness and other awareness. - Create sales cultures that embrace feedback. Eliminate defensive behaviors during coaching sessions. Develop sales teams that fail fast, fail well and immediately apply valuable lessons learned. - Improve your sales team's ability to demonstrate the powerful influence skill of empathy. Discover how to emotionally connect with prospects and customers to elevate the sales conversation and sales results. Stop running generic, superficial sales meetings, ones that miss the non-verbal communication clues that change the outcome of sales meetings. - Improve your sales team’s productivity and ability to focus. Gain 20 hours back in your sales team's calendars. - Discover tools for decreasing stress and increasing sales productivity. Stop being paralyzed by setbacks and adversity.