I’ve coached many leaders and the one area that often is a blindspot is the area of deliberately caring about each direct report they have.
Many times I’m involved in situations where leaders have been directing their teams but haven’t built up any coaching equity. They merely set the team’s direction and monitor the output/deliverables the team produces.
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From great teachers we’re moving to great coaching moments:
A sales training client of mine is a fixed income broker in New York City.
They hire elite salespeople who are quick in their thinking and have strong commercial judgment.
During one training program, a student asked me to resolve a consistent objection he seemed to be getting throughout his selling efforts.
He lamented that often a money manager would say to to him, after his clear description of a specific bond for him to buy, “Let me think about it.” Sound familar to you, too?
Everyone wants to generate more sales. After working with Steve Giglio, your teams will discover more business opportunities with existing clients, establish new, strong client relationships and close deals more effectively. Your teams will work together more efficiently, establishing a selling system tailored to your business, your industry and your clients.
Time Out New York, the definitive magazine and online source covering everything there is to experience in New York City, had grown its sales team from 5 to 10 people. Alison Tocci, Group Publisher, knew her whole team would benefit from sales training. “I believe in proper and ongoing sales training. Otherwise, sales people are put out into the world without the tools they need to succeed.”
Steve Giglio tailored a sales system for Time Out New York that focused on taking time to research current and potential clients, and the competitive landscape. He also developed a customizable list of probing questions that helped teams determine areas of opportunity. “Steve created the process in which our sales people ask at least 10 questions before talking about Time Out,” says Tocci. “It engages the client and lets them know that their business is important to us.”
Sales improved immediately. “I give Steve Giglio a lot of credit,” says Tocci. “He helped our team members benefit from the investment we made in their future. I would highly recommend Steve to anyone.”
ALSO SEE:
Consistent Sales Approach
More Effective Sales Teams
Deal Closing Proficiency
Time Out New York, the definitive magazine and online source covering everything there is to experience in New York City, had grown its sales team from 5 to 10 people. Alison Tocci, Group Publisher, knew her whole team would benefit from sales training. “I believe in proper and ongoing sales training. Otherwise, sales people are put out into the world without the tools they need to succeed.”
Steve Giglio tailored a sales system for Time Out New York that focused on taking time to research current and potential clients, and the competitive landscape. He also developed a customizable list of probing questions that helped teams determine areas of opportunity. “Steve created the process in which our sales people ask at least 10 questions before talking about Time Out,” says Tocci. “It engages the client and lets them know that their business is important to us.”
Sales improved immediately. “I give Steve Giglio a lot of credit,” says Tocci. “He helped our team members benefit from the investment we made in their future. I would highly recommend Steve to anyone.”
ALSO SEE:
Consistent Sales Approach
More Effective Sales Teams
Deal Closing Proficiency
Steve Giglio knows that you don’t have six months to determine if his leadership development programs deliver results. His programs are designed to have an immediate effect. Your executives will leave their first development session with new management skills and tools that they can use at once. Through research, peer interviews, extensive sessions with the individual and his unique insight, Steve quickly pinpoints areas of developmental need and tailors a program to address them. Executives are able to implement the strategies developed and their teams take notice.
The situation:LexisNexis CFO Carolyn Ullerick needed a team that exhibited strong leadership, independence and assertiveness. “Overall, I had a capable team. But I needed them to grow to the next level. I knew it could take some time before they would get there, I just didn’t know if they could get there on their own.”
Steve spent several weeks interviewing Ullerick’s team, conducting one-on-one sessions, and videotaping the individuals in different scenarios to determine weak points. He then created individual leadership development plans that would create a shift in how her senior leaders conducted themselves and managed others.
The result:
“Steve has become a true partner to me,” Ullerick says. “He has closed the leadership gaps with each of the executives he has worked with. Steve’s ability to guide people towards self-awareness and then provide them with tools for change has lead to a demonstrable increase in each individual’s ability, enabling me to get the most out of each of them.
Steve’s work has resulted in members of my team being promoted, sought after for new and exciting key roles, and regarded as true high potential employees. They have become the trusted advisors that their current roles demand. Steve has been equally successful with individuals just starting out as well as seasoned executives. Maybe the best testament to his effectiveness is that individuals who I sponsored to work with Steve in the past are now using him with their own teams!”
ALSO SEE:
Accelerated and Anchored Change
Superior Team Management
Increased confidence and peace of mind
Steve Giglio has learned that brands get blurry at the point where individuals communicate it. Many times that starts at the top with a company’s leadership. Using his keen insight, well-researched industry knowledge and professional communication skills, Steve has created leadership development and sales training programs that have helped Fortune 100 companies focus their brands. Click below to learn how Steve has utlized his knowledge-base and training in two critical business areas:
Using insight, business acumen and personality, Steve Giglio tailors executive and leadership development programs that gain the trust of even the most seasoned executive. He quickly initiates real, measurable change that give executives more confidence, implementable techniques and effective management systems.
Steve Giglio has provided results-driven sales training programs to the world’s most recognizable brands. Under his direction, sales teams learn consistency of message, the value of systematizing the sales process and the importance of bottom-line pressure points.
