Next week in Dallas, Delta Point will hold our second, public, leadership seminar on how to more effectively coaching selling success in the field. We have named this strategically important leadership seminar, “Coaching Catalyst”, because we believe that great coaches need to be a true catalyst for their sales specialists’ selling success. The challenge becomes when we have insufficient expertise to be that catalyst.
One of my favorite things to do is to speak to sales leaders. Thankfully, it’s something I’ve had the opportunity to do many times over my career. In fact, just this week I had the opportunity to speak to a wonderful group of field leaders from one of our clients. Inevitably, the question comes up, “What can I do to become a better leader?”
Last week I was the keynote speaker at the Annual Meeting of the Medical Society of Virginia. One of my Virginia Military Institute (VMI) classmates is a past-president of that society and he is someone I greatly admire. He asked me to speak on dealing with change in turbulent times. The Healthcare industry, and physicians especially, are in the midst of true evolutionary change and many of them are seeing a pace of change unlike any they have seen before. One of my favorite “philosophers” is George Raveling, a Hall of Fame Basketball coach and a brilliant student of human behavior. He is quoted as saying, "People don't resist change. They resist being changed."