This article was originally posted on LinkedIn.

Sales Leaders along with sales operations and enablement professionals spend countless hours [and dollars] installing new processes and training reps to execute them. Yet, most fail to reach adoption levels sufficient to make the new sales methodology “stick.” Why? 
Could be one of the follow or a combination...

1. Executive Leadership
2. Change doesn't last past the training event
3. Lack of post-training support
4. Lack of buy-in with reps

Check out the poll results on slide 10 -- more importantly how to fix it.

In this recorded webcast, presented with the Sales Management Association, Dan Dawson, Senior Partner at GrowthPlay, shared best practices for boosting the success of your sales transformation initiative, including a 5-step model for effective sales transformation. Making a Sales Methodology Stick - Webcast Recorded July 28,2016

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Successful Sales 'Athletes' - how to recruit, train, retain and win

Friday August 5, 2016 marked the opening of the Summer Olympic games in Rio. Athletes from 205 countries will compete against the very best in their field. They’ve trained long and hard to get to ‘this day’ — ‘their event’.  They are all gifted and talented; ready to compete for their county. 

Are these athletes born or made?
Although most Olympians are born with physical advantages that help them reach world-class performance, they still devote huge amounts of time to training. Preparation for the Olympic Games takes years of intense, focused physical and psychological training. Athletes work with coaches on their individualized training plan to reach peak performance just as the games occur.

Learn how to leverage the lessons learned from Olympic athletes and their world-class coaches to build better, more successful, enterprise sales teams.

On my last trip to Nashville I had the great fortune of meeting Hoyt, our Uber driver, who is an amazing person and a perfect Nashville ambassador. I've taken uber many times before and Hoyt stands heads & shoulders better than others drivers. Why? After his initial greeting and confirming our destination he asked this simple question, "is this your first time to Nashville?"  

This was my 2 or 3rd trip to Nashville but the first time for pleasure.

Then he followed-up by "will you have any free time?" Why Yes, yes we will. 

"What are your interested in? And, would you like a few recommendations?" We are interested in everything from music, to food, to social scene -- so everything -- and YES we are open to recommendations. With a quick text, Hoyt shared his complete list and recommendations with us. You will certainly find interesting stuff to do on Lower Broadway :-)​ ... however if you are looking for something specific, take at look at Hoyt's recommendation.  

In case you don't have the opportunity to ride with Hoyt, I would like to share Hoyt's List of Fun Things to Do in Nashville.
​The list includes restaurants, hot spots, music, beer, coffee, and more! Enjoy

It's all about the BRAND -- your brand -- your personal brand whether you are trying to land a new job or sell a product or service you need to understand your Unique Selling Point or Proposition (USP).

Say what...USP? The reason that you or your product/service is different from and better than that of the competition.

Pinpointing your USP requires some hard soul-searching and creativity. To build your personal brand you must answer some fundamental questions like:
Who am I?
What do I do?
How do I do it?
Why do I do what I do?

It starts with your differentiators which need to be: Unique, Valuable, Defensible & Sustainable.

Sales Enablement is hot! How hot? It's a multi-billion dollar industry that has an incredible amount of interest and investment from VCs, analysts, vendors and most importantly sales organizations!

Sales Enablement empowers sellers to drive more revenue through prescriptive content in context; within CRM, web or from a mobile device. Sales Enablement improves the productivity of sales organization through Content Optimization, On-boarding, Sales Process Reinforcement, Guided Selling, and Sales Tool Automation. 

List of Sales Enablement company below the break.

​One important key to success is self-confidence. An important key to self-confidence is preparation. - Arthur Ashe

​Courage is the discovery that you may not win, and trying when you know you can lose.

​Incredible people compete with themselves. Not only is the competition fair, but you always have someone to beat. 

​Better, Faster, Stronger (BFS) 

​​I'm an average runner and I've been on a quest to run faster. It's about continuous self improvement.

Here's the great news - even average runners can run faster.

The secret: If you want to run faster, you have to run faster... Seriously simple?

Yes, it's really that simple (and easy)... to run faster, you need to teach your body to go faster. You need to train faster - with a "faster" pace. You need to do interval work.

Here are the 3 things you need to get started:

​​I had a lunch meeting earlier this week where we were discussing hobbies and interests. His is swimming and mine is triathlon. After the initial acknowledgement of our common interest in swimming, he questioned "where do you find the time to workout?"

Simple. I smiled and said "I train when others sleep." While I don't enjoy the daily 4:30AM alarm, the pay-off is huge! Besides, there's no better way to start your day and to prepare your mind and body for the day ahead.

​I mentioned that I have another race this weekend and I'm looking forward to it. For the record, I'm not one of the Brownlee brothers, not even close... I'm an age grouper through and through. I'm fortunate if I place in my age group (yes it has happened)... 

Real work begins when you want to stop! Do what you love, love what you do. Don't stop.