Sales Coaching

What makes some seed sellers more successful than others? It took me two years but I figured it out — accidentally. It all started when I hired Fred, the father-in-law of one of our employees. Fred had been working as a mechanic for an implement d…

I didn’t coin that title but, when I saw it, it reminded me of the strategy many companies are using to prepare their salespeople for the 2018 selling season. I call it the Titanic Sales Strategy because it creates false confidence in their plans a…

For decades, the democratic system of selling to farmers was fairly successful. That is, sales reps set their own sales goals and decided how and when they were going to achieve them. Many sellers were independent dealers who had the freedom to set t…

Do you spend time every year worrying whether or not your salespeople are going to achieve their sales goals? Most managers do, and for good reason. Salespeople are getting weaker. It’s not because the marketplace is getting tougher, and they’re …

My mother passed away of cancer in 1988. Back then, they didn’t know as much about treatments for her type of illness, so the doctors used every technique they knew. Every day they would come into her room with a new treatment plan, a new test to p…