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In the fast-paced world of sales, empathy may seem like an unconventional trait for leaders. We often associate leadership with…

The CQ is a measurement, not just in success, as it pertains to the raw numbers of your weekly sales report but to your ability to drive a deal from beginning to end. Just like following driving directions on the road, driving a sale happens in steps. Focus on how well you perform each step to determine your CQ.

Since leadership centers on delivering and creating movement, it stands to reason that driving our actions as leaders through a filter of empathy is the right way to treat our salespeople and a more effective form of leadership when coaching for sales performance.

Great sales leaders understand the value of coaching and carve out designated time for one-on-one development with their sales professionals. But carving out time for this crucial activity isn’t enough. They must make your coaching encounters strategic and intentional.

Why should salespeople welcome sales objections? Because we lose sales when we sidestep buyer objections. As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.

All coaches set out with the best intentions. Coaches are leaders. No leader ever wakes up in the morning and says, “boy, I hope I screw up this coaching thing today.” So what separates the greats from everyone else? In my extensive study, I’ve found four primary pillars that all great leaders embody.