by Adam Shapiro | Jan 23, 2018 | Careers, Sales Leader, Sales Management
During or after coaching or consulting engagements, my clients often ask, “Do you think she (or he) can sell for us?” Similarly, friends, colleagues, or former SalesReformSchool students often ask me whether they (or lately, their kids) should pursue a particular...
by Adam Shapiro | Oct 27, 2017 | Careers, Sales Leader
I’m going to try something different this month. When I procrastinate, I read. A lot. I also like to share stuff. Sometimes my friends and family say I over-share. Oh well, I gotta be me. So, I hope you enjoy these 10 Links which I found interesting in the last month...
by Adam Shapiro | May 16, 2017 | Careers, Networking, Sales Leader
You may know that I have been a member of a Vistage Trusted Advisor group for over five years. I consider it my graduate business school. While I have a Juris Doctor, I am not a Master of Business Administration. Because of Vistage, though, I feel I’m actually in a...
by Adam Shapiro | Mar 15, 2017 | Careers, Presenting, Sales Leader, Sales Management, Tools
Constant improvement is one of my bedrock principles for starting SalesReformSchool 12+ years ago. Recently, however, I received written feedback from a post accusing me of not modeling Active Listening in my public discourse like I teach my clients. It knocked me...
by Adam Shapiro | Feb 2, 2017 | Closing, Sales Leader, Sales Management, Sales Process, Today's Lessons
You may already know that I practiced law in a prior life. Some of my clients like and appreciate it, but I do get eye-rolls and my fair share of good-natured ribbing. I get it. When it comes up in conversation, I usually add that although the practice of law wasn’t...
by Adam Shapiro | Dec 1, 2016 | Sales Leader, Sales Management, Sales Process, Tools
Most sales managers I know have the best intentions. They don’t want to manage their reps, they want to coach them to achieve greatness – or at least quota. Many of them, though, struggle with where to start. The comfortable beginning is, “do what I did.” Soon,...
