There is one overriding key to success in a goal or a project, and if you miss this you are dead before you get started. The key to success: Goal Clarity. But there is something deeper here. It’s not just about what you see as you visualize your goal. It’s also what you feel.

A lack of trust and the need for control often causes leaders to micromanage, but that can cause major issues for both you and your team. Here are three negative consequences of micromanaging your staff.

Your level of success will be in direct proportion to the size of the problem you are trying to solve. The most successful people on the planet embrace the biggest problems. This is one of the reasons I love sales so much. No one talks to a salesperson unless they have a problem. Sales professionals are problem-solvers.

Follow-up, one of the most hated yet important activities a sales person can perform. It is also one of the activities that gets put off the most. Amy O’Connor shares with us three simple strategies for successful follow up.

Anticipated memories are opportunities to take a current moment in time and decide how we will reflect back on it in the future. Essentially, the remembering self picks and chooses momentous experiences… to keep in our inner memory archive. Your customers are much more likely to make a purchase decision when they have greater clarity in their anticipated future state.

Salespeople often get a bad reputation for pushing too hard for the sale. Ryan Taft believes, and I agree, that great salespeople do more than simply ask for the sale. Here are the 10 traits of truly great salespeople.

One thing I know about sales leadership – it’s a lonely business. I want to encourage you to get help. You’re coming up on 2018, another year to make a dramatic impact on your sales team and on your organization. But that will only happen with solid tools, incredible support, and a detailed plan of action. So what are you doing to make 2018 your best year ever?

All leaders set out with the best intentions. They all desire greatness. No leader ever wakes up in the morning and says “boy, I hope I really screw up this leadership thing today.” So what separates the greats from everyone else? Amy O’Connor found there are four primary pillars that all great leaders embody.

Why do some of your salespeople neglect to stand firm in a negotiation? Why do some lag far behind in their prospecting? It doesn’t matter what the behavior might be. It always comes down to the same core issue, and if you know the right question to ask, you can find the fast track to behavioral change.

Do you know which skill sales people have the most trouble with? Without question, it is asking for the sale. At Shore Consulting we have a goal to help sales people reverse that. Our goal is to make asking for the sale a natural, easy and collaborative process. That is why we created the Closing 2.0 Academy.