One of the most common pitfalls I've noticed in sellers, client partners, and even delivery leads is a tendency to talk too much. It’s as if there's an underlying anxiety: "I'm not sure if I communicated clearly, so I'll circle the same thoughts and words a few more times to be sure." However, this over-talking often leads to the opposite of the intended clarity. It becomes a significant barrier to successful executive communication and, more importantly, to truly understanding and addressing a client's needs.

When done right, sales transcends the transaction. It becomes an act of service, a genuine effort to understand and address another person's needs. This is the essence of values-based selling, and it's the antidote to the negative stereotypes that plague our profession.

I get to interact daily with team members who are significantly younger than I am. I'm consistently impressed with their global perspective, curiosity, character, passion, and drive. In so many ways their generation is lightyears ahead. The future is in good hands.

If each of us implemented these three simple practices consistently, our people would love their jobs more, leading to higher job satisfaction and better work. Over time, this would contribute to a positive team culture and improved performance, making these practices beneficial not only for the individual but also for the organization as a whole.

Every organization tries to increase revenue, create efficiency, and cultivate a differentiated customer experience. Although their challenges and opportunities may go by other names, their stated needs fall into these categories when distilled.