I’m in the midst of an engagement that is so energizing and so rare that I cannot not share it with you. My typical rule is to protect confidentiality and not to divulge my clients’ identities, but this particular company has been very public about both their major initiative, and my involvement. So I’m free …
Consider this a belated New Year greeting my friends and followers. Hard to believe we’re four weeks into the year! Hope you’ve had an outstanding and highly productive January. My biggest challenge has been trying to remember where I parked in the airport garage and what hotel room I’m in from night night as the month …
Some of My Best Blunt Thoughts on Sales Culture (Podcast) Read More »
It feels like forever since I’ve posted an article. Thanks for your patience as I just wrapped up seven straight weeks of speaking engagements and have never been more ready for a long holiday weekend. Hope your first half of 2016 was what you wanted it to be and you are energized heading into Q3. …
I didn’t want to write Sales Management. Simplified. I was compelled to write it because of what I was observing in company after company with less than optimal sales results: frustrated executives, overwhelmed, overworked sales managers, and underperforming, confused, poorly led salespeople – many of whom working in anti-sales cultures. To say that I’m glad I …
Last week I had the privilege of joining a company’s management team and key salespeople for their annual leadership retreat held in Blowing Rock, North Carolina. I was impressed with and energized by this company’s leaders and its culture from our first interaction. It was fun working with them to prep for the full-day session they asked …
7 Valuable Highlights from a Client Sales Leadership Retreat Read More »
Figuring you’ve read enough predictable New Year’s predictions to make you gag and that you’re tired of being pandered to about how to make your resolutions stick, I wanted to offer a different approach to help us maximize sales performance in 2016. Skipping the pleasantries and softening statements and fully expecting to labeled as politically …
7 Commitments I’m Asking of Sales Executives and Salespeople to Increase Sales in 2016 Read More »
Sales thought leader Dave Brock and I are in the homestretch of a series for sales managers we’ve been writing for OpenView Labs / Venture Partners. I was honored to contribute at Dave’s invitation, and we’ve had a lot fun sharing the straight truth about sales management, offering guidance to new managers, and attempting to …
Five Blunt Powerful Sales Management Tips for the Price of One Read More »
I admit it. I’m confused. Maybe I skipped the sales leadership class the day “they” taught that publishing and distributing sales reports and rankings was no longer appropriate or politically correct sales management. Don’t goals and results go hand in glove? Hasn’t business, and particularly sales, always been about hitting your numbers? Aren’t salespeople judged …
When Did Publishing Sales Reports and Rankings Become Politically Incorrect? Read More »
Every executive and every sales leader craves a high-performance sales team. For that matter, every legit A-player salesperson wants to be part of a winning sales team. What’s unfortunate is how rare it is to find the type of sales leadership and a truly healthy sales culture that promotes and sustains long-term high-performance. My friend, sales guru …
I’m finally in the home stretch writing my new book on sales management. As exciting as it was to share my first book, New Sales. Simplified., with the sales world, I honestly think that this book on sales management is even more needed today. In my early days as a consultant and coach, I mistakenly believed that I …
Free Sales Executive Power Hour with Six Sales Leadership Experts Read More »
