April 2019

April 2019

Strategies for Success Newsletter April 2019 Issue 160


Published by Emily Huling Selling Strategies
Copyright 2019 Emily Huling. All rights reserved.


In this April 2019 issue:

  1. Have you read….?
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live


  1. Have you read….?

Crushing Quota by Michelle Vazzana, Ph.D. with Jason Jordan

Result-producing sales management is extremely difficult. Sales managers are pulled in many directions within an organization leaving little time (only 32 percent says the author) to manage their sales team. Relevant, helpful, and timely one-on-one coaching is the key to making the best use of sales manager-sales person time together.

Crushing Quota was one of the Executive Book Summaries featured in February. I was impressed because the author’s advice aligns with my views on how to coach salespeople to achieve results. Here are a few of my takeaways from the eight-page summary:

  • Coach the right activities. The four groups Ms. Vazzana outlines are territory management, account management, opportunity management, and call management.
  • Coaching should be both strategic and tactical.
  • Good coaching is having a conversation. The dialogue is an exchange to both seek and give information. Manager and sales person have an agreed upon agenda, time frame, and outcome.
  • Effective coaching happens in three ways: planned (scheduled and thought out); as-needed (such as a client meeting to discuss); and spontaneous (the least effective).
  • The summary provides ten early-stage coaching questions to help sales managers get started to guide and support sales people to achieve their goals.

For twenty-five years, I’ve found tremendous value in my subscription to Executive Book Summaries. Consider subscribing to add a timely and relevant resource to further your professional development.


  1. Thoughts from the Road

The dangers of being pennywise and pound foolish

Flying to Chicago very early on a Sunday morning, I was surprised to find that the airplane was full. I asked my seatmate what was happening in Chicago. “It’s a packing industry trade show,” he told me, “with 50,000 attendees.” “That’s huge. At McCormick Place I assume?” I asked knowing that it is the largest convention space in North America. He confirmed that it was. I then said, “I hope you’re staying at one of those fabulous hotels nearby.” “Hell no!” he grunted.

He grumbled on. “I’m staying with four colleagues plus a client in a four-bedroom Airbnb.” “Who gets the sofa bed?”  I asked. He groaned and proceeded to tell me that he didn’t know the sleeping arrangements and he didn’t care. “I’ll find a bar. I’m not happy. I’m 50, not 25. The only people I share sleeping arrangements with are family and close friends. I can’t believe my employer did this.”  Wow! His long week hadn’t even begun and already he was in terrible state of mind.

When employers do not understand what’s important to employees, the damage can be monumental. Obviously, employee morale and performance are affected. And how about the impact on client service and relationships?

Moral of the story. The long-term cost to a company of a needlessly angry employee is much greater than paying for a few hotel rooms.


  1. Josmo’s Café

Looking for a different twist on an American classic? This fragrant, flavorful, and colorful Sweet Potato Salad is a perfect choice to accompany grilled chicken, beef, or fish. The dressing is a unique combination of turmeric, cinnamon, cumin, ginger, and cloves. The recipe was created by Chef Michael Twitty, a culinary historian and food writer who prepares, preserves, and promotes African foodways and traditions. Enjoy!

Check out other Josmo’s Cafe recipes on our website.


  1. Stay Energized

Interested in another resource to help sales people succeed? Check out my 17 Terrific Tips When Visiting Clients. We have twelve 17 Terrific Tips columns on the website to help your business profitably grow. Coming soon – 17 Terrific Tips to Build Your Reputation.

Our Energizer Minute podcast for the month of April is The truth about punishing others.

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.


  1. Emily Live
  • NAMIC Personal Lines Seminar – Chicago, IL – Connecting with Your Agents – April 16, 2019
  • Private Client – Minneapolis, MN – SOAR for the Future – May 6-8, 2019
  • Private Client – Fargo, ND – SOAR for the Future – May 9, 2019
  • Agency Management CIC – Meriden, CT – June 26, 2019


Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

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