Debi Jackson

Debi Jackson specializes in bringing sales effectiveness solutions to life through effective sales training and communication. She brings 20+ years of practical sales and marketing experience in the transportation, pharmaceutical, and CPG industries. Debi’s areas of expertise include sales capability development, sales leader development, and curriculum design.

Recent Posts

The Power of Planning

By Debi Jackson

Throughout my 20+ year career in corporate America, I have participated in many training programs: courses focused on everything from industrial engineering work methods to negotiation skills in sales. Out of all the activities and all the courses, one “treasure hunt game” stands out as my most memorable and impactful learning.

For the game, we worked in teams, and the team that reached the treasure first would win. We were presented scenarios along the path where we had to make decisions. The first scenario offered each team the opportunity to sacrifice a few additional days to talk to a “wise man” before embarking on the journey to find treasure. Our team, along with most other teams, was so eager to reach our goal, we chose to get on the path and NOT talk to the wise man. We felt it would be a “waste of time.”

We did not realize that the wise man provided the keys to reaching the treasure. Those teams that took the time up front to speak to the “wise man” reached the treasure first and won the game.

It may sound simple, but for me, it was a revelation! My team was so busy executing that we did not develop a plan or conduct any research. It caused us to be less effective and lose the game.

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Don’t forget…. Leaders Need Leadership

By Debi Jackson

I have seen it over and over. As people rise to high-level leadership positions, it is assumed that they no longer require any feedback, motivation or coaching. It only matters if they meet their bottom line results, not how they do it or how they feel about doing it. This can negatively affect the leaders themselves, the people working for them, and the overall success of the organization.

Consider a sales organization. Sales managers directly impact the success of their sales reps. What if these managers do not lead or coach effectively? What if they are not motivated themselves? How do these problems affect the results of their teams?

It is obvious that these managers need leadership too.

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Maximize Your Sales Training Efforts

By Debi Jackson

In my career as a sales training professional, I have seen sales training programs fail time and time again, because they are not reinforced. Participants leave the training eager to leverage new knowledge and test new skills, but if the content is not reinforced, the participants quickly forget what they learned and return to old habits.

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Facilitate Effective Meetings…Get the most out of your team’s valuable time together!

By Debi Jackson

 

Have you ever sat through a meeting and felt like the team accomplished NOTHING?  Frustrating, isn’t it? Because your people’s time is a valuable asset and one of your top expenses, it is extremely important to optimize the productivity of your meetings. If you effectively facilitate your team meetings, your team will not only accomplish more, but they will also respect you more as their leader.

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