YOUR BLINDSPOTS ARE KILLING YOUR COACHING

Throughout my sales training and coaching career of 23 years, clients have paid me to listen to thousands of conversations between sales managers and their salespeople.  It’s a fascinating view that I am privileged and honored to have.  

I have discovered that sales managers are unaware of harmful, sometimes destructive behaviors they consistently commit in these conversations – and often in the name of coaching. These blindspots are costly – unmotivated and poorly coached reps underperform and miss quota.  Sometimes, top reps leave to go work for another boss.

When you discover your blindspots and embrace a very specific paradox you can be a more powerful leader and coach to your people.

As sales managers, our job is to help sales people understand their 'blindspots.' We want to help them recognize these barriers to their ability to maximize their performance. Ironically, it is often our own blindspots as managers that adversely impact what we seek to achieve with our people. In his book, Blindspots, Mark vividly illustrates this problem in our own behaviors, and clearly identifies how we can eliminate them, connecting effectively and impactfully with our people. Blindspotsis an outstanding guide to help managers get out of their own way and develop their people.

Dave Brock, Author, Sales Manager’s Survival Guide, and President of Partners in Excellence

2019-06-18T16:05:10-05:00

Dave Brock, Author, Sales Manager’s Survival Guide, and President of Partners in Excellence

As sales managers, our job is to help sales people understand their 'blindspots.' We want to help them recognize these barriers to their ability to maximize their performance. Ironically, it is often our own blindspots as managers that adversely impact what we seek to achieve with our people. In his book, Blindspots, Mark vividly illustrates this problem in our own behaviors, and clearly identifies how we can eliminate them, connecting effectively and impactfully with our people. Blindspotsis an outstanding guide to help managers get out of their own way and develop their people.
The timing couldn’t be better for me. With a whole new team of resellers I need to take inventory of my biases and how I’m coming across to them. I plan to practice humility intentionally and find a coach or two for 2019. While the funnel process content is valuable, the Blindspots observations and examples were priceless. What sales leader shouldn’t read this book? No one I can think of. Well done!

John Hoskins, Founder and Author of Level Five Selling

2019-06-18T16:11:27-05:00

John Hoskins, Founder and Author of Level Five Selling

The timing couldn’t be better for me. With a whole new team of resellers I need to take inventory of my biases and how I’m coming across to them. I plan to practice humility intentionally and find a coach or two for 2019. While the funnel process content is valuable, the Blindspots observations and examples were priceless. What sales leader shouldn’t read this book? No one I can think of. Well done!
Mark Sellers has done it again, raising the bar in sales thinking, this time for sales management. In his new book Blindspots, Mark gives us a practical strategy for raising performance that any sales leader can grasp and put into practice. Share Blindspots with your team—then sit back and watch the results as each sales leader becomes indispensable to the growth of your company.

Tom Heinmiller, Sales Consultant

2019-06-18T16:13:45-05:00

Tom Heinmiller, Sales Consultant

Mark Sellers has done it again, raising the bar in sales thinking, this time for sales management. In his new book Blindspots, Mark gives us a practical strategy for raising performance that any sales leader can grasp and put into practice. Share Blindspots with your team—then sit back and watch the results as each sales leader becomes indispensable to the growth of your company.
Mark has created a framework for helping others achieve what THEY desire to achieve (true coaching). Very lofty stuff. Blindspots is really making a difference working here.

Mitch Little, VP Global Sales and Applications, Microchip Technology

2019-06-18T16:15:11-05:00

Mitch Little, VP Global Sales and Applications, Microchip Technology

Mark has created a framework for helping others achieve what THEY desire to achieve (true coaching). Very lofty stuff. Blindspots is really making a difference working here.
Mark’s approach to understanding our customers’ buying process has given me tremendous insight to our current sales performance and his 1:1 coaching of my sales management team has meaningfully enhanced our future sales potential.

Kenneth Escoe, Group President, ITW

2019-06-18T16:16:43-05:00

Kenneth Escoe, Group President, ITW

Mark’s approach to understanding our customers’ buying process has given me tremendous insight to our current sales performance and his 1:1 coaching of my sales management team has meaningfully enhanced our future sales potential.
This book will surprise with you many gems: its counterintuitive perspective on the challenges of data and transparency, the types of sales managers and blindspots and how to get out of your own way, the power of emotional connection to fuel relationships and coaching effectiveness, and more. Most importantly, for me, is the power of the BuyCycle Funnel™ for helping salespeople sell better by focusing on where the customer is in the decision making cycle. Frankly, Mark has been flipping the funnel for years, and it’s time for the sales profession to pay closer attention. I’d recommend this book for this reason alone, but as I’ve mentioned, there’s plenty more, weaved into a myriad of relatable stories and analogies that make it a quick and easy read, for something with so much value.

Mike Kunkle, Vice President of Sales Enablement Services, SPA & SPASIGMA

2019-06-18T16:17:23-05:00

Mike Kunkle, Vice President of Sales Enablement Services, SPA & SPASIGMA

This book will surprise with you many gems: its counterintuitive perspective on the challenges of data and transparency, the types of sales managers and blindspots and how to get out of your own way, the power of emotional connection to fuel relationships and coaching effectiveness, and more. Most importantly, for me, is the power of the BuyCycle Funnel™ for helping salespeople sell better by focusing on where the customer is in the decision making cycle. Frankly, Mark has been flipping the funnel for years, and it’s time for the sales profession to pay closer attention. I’d recommend this book for this reason alone, but as I’ve mentioned, there’s plenty more, weaved into a myriad of relatable stories and analogies that make it a quick and easy read, for something with so much value.
Mark has inspired me as a leader by writing about and demonstrating the strength of vulnerability in his recent book, Blindspots. This book is a classic ‘what to do and what not to do’ as it demonstrates the impact that can be had when leaders focus on influencing behavior as a means of influencing results.

Bryant Hope, Director of Sales, ITW Commercial Construction North America

2019-06-18T16:27:30-05:00

Bryant Hope, Director of Sales, ITW Commercial Construction North America

Mark has inspired me as a leader by writing about and demonstrating the strength of vulnerability in his recent book, Blindspots. This book is a classic ‘what to do and what not to do’ as it demonstrates the impact that can be had when leaders focus on influencing behavior as a means of influencing results.
Every year we layer on complexity to the role of the sales manager without taking anything off. As a sales leader myself, I can attest that the process of prioritizing our efforts to help our teams drive results is mystical at best. Rather than focus on theory, Blindspots provides practical guidance around the power of data available in all organizations, how to organize that data into meaningful patterns, and most importantly, how we can get out of our own way and create a path towards success when coaching our sellers.

Jon Hodge, President, Advantage Performance Group

2019-06-18T16:28:17-05:00

Jon Hodge, President, Advantage Performance Group

Every year we layer on complexity to the role of the sales manager without taking anything off. As a sales leader myself, I can attest that the process of prioritizing our efforts to help our teams drive results is mystical at best. Rather than focus on theory, Blindspots provides practical guidance around the power of data available in all organizations, how to organize that data into meaningful patterns, and most importantly, how we can get out of our own way and create a path towards success when coaching our sellers.
Blindspots delivers a unique perspective through the lens of a professional sales coach, Mark Sellers. His experiences with my sales leaders and their teams over several years has provided keen insight into behaviors and performance. In Blindspots, we learn the journey that Mark has traveled that gives him this uniquely personal perspective that so many sales leaders can benefit from.

Darin Lyon, President, Anderson & Vreeland

2019-06-18T16:29:37-05:00

Darin Lyon, President, Anderson & Vreeland

Blindspots delivers a unique perspective through the lens of a professional sales coach, Mark Sellers. His experiences with my sales leaders and their teams over several years has provided keen insight into behaviors and performance. In Blindspots, we learn the journey that Mark has traveled that gives him this uniquely personal perspective that so many sales leaders can benefit from.
Mark’s latest work, Blindspots, is a great reminder of the complex human relationships we encounter in coaching a sales team. Mark does a great job illustrating the areas where we as leaders tend to get stuck. His input and guidance into my business is very valuable and it’s no surprise that his book is equal to that standard. Blindspots will be worth your time to read.

Andy Gillis, General Manager, Provident Inc

2019-06-18T16:30:24-05:00

Andy Gillis, General Manager, Provident Inc

Mark’s latest work, Blindspots, is a great reminder of the complex human relationships we encounter in coaching a sales team. Mark does a great job illustrating the areas where we as leaders tend to get stuck. His input and guidance into my business is very valuable and it’s no surprise that his book is equal to that standard. Blindspots will be worth your time to read.
I've trusted Mark in front of my clients as a coach/trainer and am particularly impressed with his care and interest in sales leadership. He has a knack for getting sales leaders to buy into new processes. He's collaborative instead of prescriptive. In Blindspots, Mark shows where he gets this compassion from and explains how any sales leader who's determined to get better can do so.

Bennett Phillips, Consultant, Advantage Performance Group

2019-06-18T16:31:13-05:00

Bennett Phillips, Consultant, Advantage Performance Group

I've trusted Mark in front of my clients as a coach/trainer and am particularly impressed with his care and interest in sales leadership. He has a knack for getting sales leaders to buy into new processes. He's collaborative instead of prescriptive. In Blindspots, Mark shows where he gets this compassion from and explains how any sales leader who's determined to get better can do so.
In Blindspots, Mark walks the walk about making an emotional connection with people. He’s honest, transparent and vulnerable—things he encourages sales managers to be in order to create their own emotional connections with their salespeople. These emotional connections create motivated salespeople, and motivated salespeople will hit quota.

Gary Ross, CEO, Ross Innovations, and author of The Growth Cube

2019-06-18T16:32:01-05:00

Gary Ross, CEO, Ross Innovations, and author of The Growth Cube

In Blindspots, Mark walks the walk about making an emotional connection with people. He’s honest, transparent and vulnerable—things he encourages sales managers to be in order to create their own emotional connections with their salespeople. These emotional connections create motivated salespeople, and motivated salespeople will hit quota.
Mark brings timeless direction and a way of thinking into the present sales condition. I have long been a believer in Mark’s work so much that we partner with him with our clients. Blindspots is a must read for sales leaders looking to go deeper with their teams!

Steve Gran, Co-Founder, WorkExcellence

2019-06-18T16:32:51-05:00

Steve Gran, Co-Founder, WorkExcellence

Mark brings timeless direction and a way of thinking into the present sales condition. I have long been a believer in Mark’s work so much that we partner with him with our clients. Blindspots is a must read for sales leaders looking to go deeper with their teams!
We have been working with Mark for a little over two years, and I continue to be impressed with his level of knowledge and his desire to keep learning and evolving. Blindspotsis a great example of this. As someone who has spent most of my career outside of sales, my time with Mark has helped me understand better what it takes to win in sales.

Eric Gibson, Business Manager, PNA Construction Technologies

2019-06-18T16:33:35-05:00

Eric Gibson, Business Manager, PNA Construction Technologies

We have been working with Mark for a little over two years, and I continue to be impressed with his level of knowledge and his desire to keep learning and evolving. Blindspotsis a great example of this. As someone who has spent most of my career outside of sales, my time with Mark has helped me understand better what it takes to win in sales.