Ezra Coaching

VP Business Development

Mike Goncalves

Performance Coaching For Sales Professionals

Too often sales coaching programs are simply education classes, focused on engaging people in learning topical sales processes and content from experts.

Whether it's training around effective prospecting, cold calling, emailing, overcoming objections, value development, presenting, and negotiation.

While all of these different sales metrics are important, no discrete program focused on sales metrics alone will add up to successful transformation of the person or the company.

What sales teams need aren't just one-time programs, but processes for sustained success.

The best sales coaching programs understand that true change occurs at the individual level.. taking into account self metrics (such as health, family, and finances) along with sales metrics.

My performance coaching programs help sales teams succeed so that businesses prosper.

Founder

Ten Spot

At Ten Spot we believe having fun with your colleagues, no matter where they’re based, creates a more connected and engaged workforce. That’s why we've built a workforce engagement platform that helps companies connect distributed teams. From new hire on-boarding tools and automated icebreakers to peer pairing and virtual social events, Ten Spot brings your employees together.

Enterprise Account Executive

Insperity

As a Business Performance Advisor with Insperity I help CEO's and business owners control expenses, minimize risk and exposure, and maximize opportunities for revenue generation through a comprehensive ready-to-use HR infrastructure designed for greater efficiency and profitability.

Business Performance Advisor

GoSite

Providing cloud technology to small businesses helping them stay connected with new and repeat customers in order to continuing to grow their business.
• 100%+ to Quota.
• Identify and develop prospective clients.
• Aggressively prospect into targeted accounts creating interest in GoSite's product offerings.
• Execute daily product demos via screen share as well as in-person, to a variety of job titles.
• Complete a thorough discovery process of all prospects.
• Understand and address prospect questions and objections.
• Connect, engage and motivate in conversations, presentations and written communications.
• Keep a tight up to-date Pipeline in HubSpot that is easily reportable on.
• Travel nationally for in-person client meetings and conferences.

Senior Account Executive

Entrepreneur Academy

Entrepreneur Academy is a global online training program that both teaches and inspires entrepreneurs on how to create a healthy mind, body, and business.
•	Pioneered global growth into all 50 states, Canada, Europe, and Australia.
•	Developed strategic partnerships responsible for more than half of all B2C sales.
•	Exceptional sales conversion of 62% from webinars and email marketing campaigns.
•	Successful customer retention rate of 94%.

Co-Founder

Tangoe

Championed explosive sales growth for Tangoe, the largest Global Managed Mobility Service and Telecommunication Expense Management Provider (Cloud/SaaS/Services). Estimated Revenue of $227M with over 1,500 customers.
•	Executed sales strategy contributing to over $40M of annual bookings and growth from $1.8M in recurring revenue to $227M.
•	Influenced market penetration into over 80% of the Fortune 500 and hundreds of the Global 2000 companies such as Exxon Mobile, General Motors, Cardinal Health, General Electric,  Wells Fargo, Disney, Coca-Cola, Best Buy, and Qualcomm. 
•	Ownership of weekly meetings and presentations with executive team, account managers, client executives, solution architects, digital sales specialists, and various team members in the sales enablement and operations team to address initiatives, challenges, risks, opportunities, and strategies for Tangoe’s annual recurring revenue pipeline.
•	Chief Evangelist for driving and measuring sales methodologies (Customer-Centric, Conceptual, SPIN selling) in over 13 acquisitions, a successful IPO, and global expansion.
•	Cultivated Strategic Partnerships and Business Development ecosystems with: IBM, SAP, HP, AT&T, CSC, and Verizon.

Director of Sales

ProfitLine

Pioneered ProfitLine’s sales strategy for high-growth through industry leading B2B sales, marketing and sales success teams, steering the TEM Industry to a SaaS/Cloud model.
•	Relentless commitment to measurable weekly prospecting activity and metric.
•	Architected 1000 new leads (300 qualified companies) in first 90 days.
•	Ownership of strategic, executive-level sales meetings to drive value-based outcomes that generated shorter sales cycles and faster revenue recognition.
•	Deep understanding of prospect value drivers; utilized these insights to steer and influence sales cycle, while fostering opportunities for additional business.

Business Development Manager

24 Hour Fitness

Ownership of hiring, developing, and leading all client-services personnel from training through to sales, service delivery, and renewals of 100+ clients and 1200+ members.
•	Architected, measured, and scaled fitness department sales and services revenue.
•	Produced company leading fitness department revenue of 120%+ of quota each month.
•	Managed 8 direct reports, providing coaching, performance reviews, certification and management programs, and balanced feedback.

Sales Manager

Top priorities: family, faith, running, travel, reading, writing, and a good old fashioned.

Coaching is the universal opportunity to take one’s life (personally and professionally) from good to great. Personal and professional success aren't mutually exclusive nor should they be. A healthy, happy, more fulfilled human being is a healthier, happier, more fulfilled employee.. which makes for a better company, a better culture, a better community, industry, and world as a whole.

"You're so much better than you think." - Barbara Benedict, 2000

Words from my very first coach and mentor that forever would impact and positively change the trajectory of my life, career, finances, relationships, health, happiness, and overall fulfillment.

mike@mikegoncalves.com
(858) 245-4164

“Happy to share I’m starting a new role.” 

I’ve seen lots of these posts this month.


• Employees: if you left for a position better suited + more fulfilling.. awesome!

• Employers: if your employee left due to lack of opportunity + development.. not so awesome.

Compensatory benefits 💰 alone are no longer enough.

Employees want more than just good pay (which should be standard anyways)..

👉 They want growth, support, and development.

It’s a wake up call for all owners, leaders, managers, and supervisors..

if you want to hold on to your high performers, top 🏆 producers, culture champions..

you gotta step up and support them with more than just good pay otherwise, you’ll be seeing lots more of these images from them in the months ahead.

#motivation #leadership #coaching #sales #success #healthysales

Michael Goncalves

I had 🍕 with my EZRA Coaching sales 

team yesteday in NYC. Why it matters:


• it’s about more than closing deals
• it’s about more than company growth
• it’s about more than sales strategy
• it’s about more than market share
• it’s about more than making an impact 

it’s about more.

More laughs, more moments, more emotions, more connection, more time together, more pizza & wine 😊🍷

We hear it a lot.. the importance of building a positive company culture.

Hearing it is one thing,

getting to witness it firsthand.. a culture being deliberately shaped and created in the midst of the rapid growth we’re experiencing.. 

👉 that, is special.

Major props to all our leaders for continuing to focus on what matters most.. 

it’s people.

#motivation #leadership #culture #sales #success #healthysales

Met up with a friend / past colleague in

Chicago yesterday & talked about people..


people like our dads, our families, our past employers, present employers (EZRA Coaching and Insperity)..

people like Darren McKee, Pete Hinojosa, Sarah Grimstead, CBPA, Cynthia Stuckey, Sean Branon, Carlos Valdivia, Sarah Hogan, CBPA (miss working with you Sarah) and several others..

all who’ve impacted and continue to impact our lives, success, and philosophy on how to win and what it means to win.

David Horbenko, you’re a class act my friend.. thanks for making time to meet up.

Success is directly correlated to who you surround yourself with.. best part, 👉 you get to decide who those people are.

Grateful for the incredible talent I’ve been fortunate to be surrounded by over the years.. it’s made (making) all the difference.

#motivation #leadership #sales #success #healthysales

Resourcefulness (not resources) will help 

drive success. Examples below: 


My back has been bothering me 😕 for weeks, my office chair is terrible, I sit way too much working during the day.

🔹 Resource = stand up office desk ($160-$1000)

🔷 Resourcefulness: trash bin + box stacked (free, see below)

Other examples..

• more sales
• more opportunities
• more skills
• more pay
• more relationships 

🔹 Resource: Salesforce CRM (heavy lift, $25 mo)

🔷 Resourcefulness: Airtable (simple, free)


🔹 Resource: Books, trainings, certifications ($20-$3000)

🔷 Resourcefulness: Library & LinkedIn Content by creators such as 🏄‍♂️ Scott Leese , Amy Volas , Christina Brady , Paul Salamanca posting valuable content on the reg (all free)


🔹 Resource: Gym membership (gotta get there, $15-$120 mo)

🔷 Resourcefulness: Neighborhood run, home workout with squats, push ups, pull-ups, lunges, burpees, abs (convenient and all free)

Success is a matter of resourcefulness, not resources.

What are some ways you leverage resourcefulness over resources?

#motivation #leadership #resourcefulness #sales #success #healthysales

There’s lots you can’t control.. choosing a 

growth over a fixed mindet you 💯 control.


Easy to do? Nope
Does it take time? Yup
Worth it? You tell me (I say yes, it is)

It’s not an overnight fix, 👉 but a worthy one. 

I’ve been at it since 2013 with the same approach I started with then..

One day at a time, one decision at a time, one win at a time.

Worthy change takes time.. so be it. The time is going to pass anyways.

#motivation #leadership #growthmindset #sales #success #healthysales

I’ve posted here everyday now for the past 

15 months. Here’s the growth.. and results:


• more confidence
• more discipline
• more creativity
• more fulfillment
• more focus

👆 this is personal growth

• connections made
• calls set
• meetings held
• opportunities created
• deals closed

👆 these are results

As my mentor would say to me..

“Great results Mike but tell me, who have you become in the process?”

He wasn’t impressed with results alone, he was impressed with personal growth first, everything else second.

Took me a while to understand 🤔 this one but once I did, it changed the game for me..

what I focused on, what mattered, and how I measured success.

There’s results, and then there’s growth.

Growth.. strive for that, the rest will come.

#motivation #leadership #sales #success #healthysales

Some pretty scary statistics Gartner

shared about sales teams.. take a look 👇


• 89% of sellers feel burned out

•54% are actively looking for a new job

• 59% believes management doesn’t understand how to motivate

• 67% feel leadership is overly optimistic & disconnected from seller reality

Here’s what they believe is causing this:

👉 Lack of development opportunities 
👉 Feeling like a cog in a machine
👉 Vague, unactionable manager feedback
👉 Administrative burden

Sales leaders.. here’s the best part and worst part of having / knowing this info:

🟢 Best Part: you’re now informed and can take the necessary steps to address these

🔴 Worst Part: you’re now informed and choose to do nothing to address these

If you’re doing it “the way we’ve always done it”.. don’t expect different / better results from your sales team.

Unless the way you’ve always done it is yielding your team consistent success.. 

now (17 days into a new year) is a great time to address this with your leadership team, more importantly..

👉 with your sales team, gathering their insights, and their feedback.

#motivation #leadership #coaching #sales #success #healthysales

Wasn’t going to share this experience,

but I feel it’s important that I do so.


Last week during our teams Sales Kick-Off (SKO) meeting in NYC, I felt like I was having a heart attack Thurs morning 😬

not joking or exaggeration for effect either, I honesty felt I was having a heart attack.

I went to the gym at 5:30AM that morning and 5 minutes into my run, I didn’t feel right. My heart ❤️ rate was WAY higher than it normally is.

I felt dizzy, anxious, couldn’t catch my breath. I laid down, but my heart rate remained high.. 130+ beats a minute, even at rest. 

Concerning considering my resting heart rate it typically between 58-62 bpm.

I’ve been traveling ✈️ the last few weeks for work, getting way less sleep, adjusting to different time zones, drinking more coffee than usual to stay awake, doing more social drinking than normal, and completely fixated on my 2023 goals.

Meetings, travel, goals, responsibilities, expectations, self inflicted pressures.. 

it all caught up to me, but that’s not the scariest part. The scariest part is this: 👇

I managed to get myself together, in as good of a place (physically and mentally) as possible.. and still showed up that morning for a customer call at 9AM and more SKO training and meetings until 6PM.

On the outside, you wouldn’t have known it.. in fact, no one knew it.. of my scare that morning and how shitty I was feeling and felt until about 4PM that day, 👉 but I knew it.

I have this strong suspicion I’m not alone either where at times, all looks good on the outside, not so good on the inside.

No one’s fault, no one to blame, just an awareness to the fact that:

1) my number one responsibility is to my physical (and mental) health + well-being

2) stop assuming people are OK Mike (reminder to self) because they look OK on the outside, check on them, ask how they’re doing 

I feel I do a pretty good job of taking care of myself and yet there are times I slip.

👉 We all slip.

Yes it’s a new year.
Yes we all have goals.
Yes there’s expectations.
Yes you have a quota.
Yes life is a grind.

None of which justify compromising our health and overall well-being.

Commit to working smarter, not just harder in 2023 and remember to check in on those around you.

In this together.

#motivation #leadership #coaching #sales #success #healthysales

Sunday’s for me are reserved for church, 

family, and car ride karaoke?! 😃🎤


Fun, laughter, joy.. all must haves for me that are foundational to my success.

That’s why I’ve purposely build “FUN” into my 5 foundational pillars for success.

Faith
Fitness
Family
Finances
👉 Fun

Gotta have it!

Don’t leave it to chance or when you have time either to have fun.. 

👉 schedule it, prioritize it, see to it that it happens, that you make it happen along with your hard work.

Whether it’s taking a trip somewhere, treating yourself to a nice dinner, or enjoying some car 🚗 ride karaoke like Meg and I just did..

make it happen!

#motivation #leadership #coaching #sales #success #healthysales

Where most play checkers in sales,

commit to playing chess. What do I mean..


♟️ discipline over distractions

♟️ resourcefulness over resources

♟️ serving over selling

♟️ health over hustle

♟️ action over intent

👆this is what I’m committted to throughout 2023.. how about you?

Never did like checkers.

#motivation #leadership #coaching #sales #success #healthysales

I was asked an odd question recently..

“Are you as happy as you look & convey?”


👉 happier actually

Just like all other sales professionals, I have my good days 🕺🏽 and bad days.

Productive weeks and weeks where it feels like I’ve made no progress.

Good quarters where I exceed quota and not so great quarters where I fall flat 😐

I lean heavily on my Five F’s daily/weekly to help keep me grounded (happy) despite circumstances, conditions, and results.

• Faith
• Fitness 
• Family
• Finances
• Fun

👆these and this 👇 wonderful human below helps keep me grounded & happy.

No facade here.. what you see is what you get.

What’s your go to that helps keep you grounded?

#motivation #leadership #sales #success #healthysales

Good habits over time = success. 

Here’s how to test this theory in 2023:


Pick ☝️ habit and apply it consistently for 30 straight days.

Here’s 10 examples or create your own..

• mediate for 10 minutes
• exercise for 30 minutes
• write down 3 things you’re grateful for
• drink a gallon of water
• schedule / plan out your day
• make 50 cold calls (Mon - Fri)
• send 20 personalized prospecting emails
• post on LinkedIn
• tell one person you appreciate them
• do something that makes you happy & smile

There’s ✌️ potential outcomes that’ll come from this exercise:

1) you’ll realize this habit IS working for you and continue to apply it

(you’ll know this after 30 days, not 3)

2) you’ll realize it doesn’t work for you and try a new one 

The goal is to pick habit(s) you believe, when applied regularly,..

will bring you closer to your goals, your desired outcomes. 

What new habit(s) will you commit to in 2023?

#motivation #leadership #sales #success #healthysales

If you’re new here and have committed to 

posting more in 2023.. words of advice:


• it doesn’t have to be perfect
• avoid comparing your posts to others
• share stories, your stories, not links
• reward is showing up, not # of likes 
• your voice matters, even if just to one 
• the word ya’ll isn’t a post requirement 😄

Show up, post confidently, be you.

Looking forward to seeing more of your posts and supporting you in any way I can.

And if we’re not connected, let’s change that!

#motivation #leadership #coaching #sales #success #healthysales

Two options for sales pros to decide on for

how to best use LinkedIn for more sales..


1) post about industry research, data, stats, etc.. establishing yourself as an industry expert 🤓, a thought leader

2) post about yourself, your thoughts, beliefs, what you stands for, personal stories, wins, losses and everything in between.. establishing yourself as a human being

Reminder that you already know:

👉 People buy and do business with those they know, like, and trust.

Best way I know of achieving this (that has and continues to work) for me,

is to post industry info yes, but also personal info and stories about yourself 🙋‍♂️ as well.

Give it a try this week.. you may just be surprised at the results it yields you.

#motivation #leadership #sales #success #coaching #healthysales

I'm running another 50 mile race. Why?

Because life pushed, & I'm pushing back.


• if you're out to crush quota
• if you're out to make presidents club
• if you're out to land a promotion
• if you're out to achieve any big goal

Life is going to challenge you, it's going to rattle you, it's going to push you.. you can count on it.

And when it does, 👉 push back, harder.

It's never what happens (what happens, happens to all of us)..

it's what you decide to do about it.. that's what matters, that's what counts.

#motivation #leadership #coaching #sales #success #healthysales

Best partnerships I know are based on 

trust & friendship. Grateful for this one.
 

Partner, mentor, friend..

Thank you Charlene Ramey Hutchins for:

• your guidance
• your loyalty
• your openness
• your professionalism 
• your friendship

Meg and I had the best time at dinner 🍷with you and Sean yesterday.

Incredibly grateful for the  LHH / EZRA Coaching partnership that’s brought us together.

I’ve come to learn that success doesn’t happen alone.

👉 It come as the result of partnering with great leaders and teammates.. people like Charlene who go the extra mile for you and those they serve.

Who are these leaders and teammates for you?

Find them, do all you can to get around them..

immerse yourself in their knowledge, wisdom, guidance, and friendship.

It’s by far the best business strategy and investment I’ve made to date.

#motivation #leadership #coaching #healthysales #sales #success

Today isn’t day one or day two of 365.. 

it’s today, that’s it. Don’t complicate it,


👉 focus on today, making today great.

Who cares what you’ll do tomorrow, next week, next month, next quarter.

Complexity (thinking too far ahead) is overwhelming AND the enemy of actually executing, taking action.. 👉 today.

Who knows, who cares if you’ll get in all your workouts this week, make all your calls, compete all your follow-ups, post on LinkedIn..

forget the week, forget 365, focus on today.. 👉 making today great.

Today is day one of one.. don’t complicate it.

#motivation #leadership #coaching #sales #success #healthysales

Just had our first Healthy Sales group call 

yesterday.. here’s what we don’t allow:


👉 vague commitments (such as)..

• crush prospecting
• update Salesforce
• exercise consistently 
• send out emails
• read more
• do something for myself

👆what do any of these mean? What constitutes successfully “exercising consistently or sending out emails”?

It’s vague, subjective, can’t be measure (not good).. 👎🏻

it’s why we don’t allow for it in Healthy Sales, because it doesn’t work, it isn’t effective, there’s no real accountability.

👉 All commitments MUST be clear and specific..

• going to make 50 prospecting calls ☎️ everyday Mon thru Fri between 12-2PM

• going to check all my account opportunities in Salesforce and make sure none of the close dates have expired 👀

• going to exercise 🏋️‍♀️ Mon thru Fri at 6AM (M-W-F is a 3 mile run, Tue & Thu is a gym workout)

• going to send out an email ✉️ blast to 100 prospects in the tech industry this Wed on latest trends report

• going to read 🤓 10 pages every morning at 7AM while having my coffee

•going to call tomorrow and schedule a massage for this Saturday morning at Massage Evny 

👆all of these.. clear, specific goals.

No opportunity for us, our accountability partners, anyone for that matter to misinterpret the commitment.

Vague commitments don’t work.

Healthy Sales doesn’t allow it, and all success sales pros I know don’t allow it of themselves either.

Let’s practice.. what are you committed to doing for fun this weekend? 😊

#motivation #leadership #commitment #sales #success #healthysales

Every year for the past 7 years I've made a 

New Years Recap Video.. here’s why:


so that when I'm 80 or even older perhaps (god willing) 😬🤞🏻🙏🏻

I can look back and relive the moments.. 

👉 moments.. it's what life's all about. 

Make it point to remember the moments throughout 2023!

Happy New Year! 🎉

#motivation #leadership #sales #success #healthysales

The word motivation gives false pretense.

Motivation is 10% feeling, the other 90%..


👉 it’s a choice

• You don’t NEED to feel like cold calling
• You don’t NEED to feel like practicing
• You don’t NEED to feel like preparing 
• You don’t NEED to feel like exercising 
• You don’t NEED to feel like reading
• You don’t NEED to feel like posting
• You don’t NEED to feel like apologizing 

More often than not, I don’t FEEL like doing any of these, 👉 I do them anyways.

Because they align with my goals, my standards, with who I believe myself to be.

If I wait for a feeling before taking action, I might be waiting forever.

Oh and also.. you don’t have to love the process (contrary to what you hear).. if you do, bonus!

More often than not, I dread the process (training for a 50 mile race) 😫

What I do love is the outcome.. the confidence, conviction, discipline, the person I become in the process (and yeah, crossing that finish line of course).

👆that’s why I do it, that’s my motivation.

Motivation isn’t a feeling.
Motivation is a choice.

Choose to show up and do the work, whether you’re “feeling” it or not.

#motivation #leadership #sales #success #healthysales

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