Category Archives for "Culture"

April 15, 2016

HBR Webinar for Executives & Entrepreneurs: Is It Your Leadership & Culture Causing the “Sales Problem?”

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 […]

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February 15, 2016

7 Valuable Highlights from a Client Sales Leadership Retreat

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 […]

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January 2, 2016

7 Commitments I’m Asking of Sales Executives and Salespeople to Increase Sales in 2016

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 […]

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August 31, 2015

When Did Publishing Sales Reports and Rankings Become Politically Incorrect?

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 […]

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May 3, 2015

Creating High-Performance Sales Teams and Details on My New Book Live Monday on BizLocker Radio

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 […]

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