The Coaching Effect Blog

The Coaching Effect Blog

    Attitude Drives Sales Team Success. Story by Lou Holtz.

    by Kristi Shoemaker / July 12, 2010

    Posted by: Kristi Shoemaker, EcSELL Institute

    In tribute to our upcoming Fall Sales Leadership and Coaching Strategies Summit in October 14-15 in Memphis, TN, I am going to share a series of sales coaching and leadershipstories written by some of the most world-renowned coaches.  My first is a story written by Lou Holtz and was published in the Get Motivated workbook.  Lou Holtz shares how changing your attitude can improve your game.  Here are the highlights of the article written by Lou Holtz, Legendary Football Coach for Notre Dame.


    A Winning Attitude

    Attitude is the most important thing. Attitude is something you can control. You were given a lot of powers but the greatest power is your ability to choose. Wherever you are today, you are there because you chose to be there. 

    You also choose the attitudes you have. Too many times we let what happens control us.  Only you can choose whether or not it’s going to cause you to fail or move forward.

    Empower you sales team with a winning attitude and make sure you have one yourself.


    A Positive Self-Image

    You need to have faith and belief in what you are doing.  You cannot be an effective parent, sales manager, leader, teacher, or coach if you don’t have a good self-image. Learn from your mistakes and benefit from them when they happen.  Strive to do what is right. When you get in the habit of reaching out and helping others, your self-image is going to grow. When you help others get what they want, your self-image grows and your productivity grows.

    Spend each day helping and coaching your sales team toward their personal goals.


    Set a Higher Standard

    Whatever you do, do it to the best of your ability. The worst disservice we can do as a coach, as a parent, as a sales leader is to say to those around you “I don’t think you are capable of doing very much – so I am going to lower the standard.”

    Set clear goals, measure them, then coach and lead your team to success.

    Sales analytics provide the information but it is the coach that makes that information relevant to the sales team.

    There are two types of leaders: those who believe in themselves and lift other up and those with a poor self-image who pull everybody down. If you are in a leadership role, don’t worry about being popular, worry about raising the self-image and productivity of the people around you.



    Download a complimentary copy of "Building Peak Performance Teams"from the EcSELL Institute Resource Library and continue your journey of becoming a strong, effective sales coach.


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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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