Leadership & Management

Leadership & Management

Why Salespeople Should Write and Present Individual Business Plans

It is surprising how few sales organizations ask their people to draft annual sales (business) plans. For fifteen years I I’ve witnessed the power of having every member of the sales team write, and when possible, present, business plans to sales management, senior execs, or even better, to the members of sales team. Why Individual …

Why Salespeople Should Write and Present Individual Business Plans Read More »

Huge Kudos to Senior Executives Prioritizing Sales Culture and Frontline Sales Management!

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 …

Huge Kudos to Senior Executives Prioritizing Sales Culture and Frontline Sales Management! Read More »

Two Powerful Life Lessons for Sales Managers and Salespeople from Jordan Spieth’s Caddie

It’s hard not to love Jordan Spieth. I’m not even a very big golf fan, but like many others, I have been so impressed by Spieth’s professionalism, demeanor, skill, grit and game. When interviewed or during press conferences, he comes across with the maturity of a 40 year-old. He’s not quite yet 24. On Sunday …

Two Powerful Life Lessons for Sales Managers and Salespeople from Jordan Spieth’s Caddie Read More »

Why Most Sales Team Meetings Are Awful and How to Fix That

Last week I was in Chicago and San Diego leading sales leadership workshops for two different large companies. We had a blast and it’s energizing seeing sales managers get refocused and recharged. What I always find intriguing is how interested managers are in one particular topic: help with upgrading their sales team meetings. It’s almost …

Why Most Sales Team Meetings Are Awful and How to Fix That Read More »

Pre-Summer Sales Management Checklist

Happy almost summer! Things are feeling just about right around here. My oldest is home from Butler and today starts his first internship. My daughter returns later this week from completing her first year in Kansas State’s grueling architecture program, and my high school junior had his banquet/prom this weekend. Last night we grilled out on the patio with …

Pre-Summer Sales Management Checklist Read More »

Super Bowl Weekend Brain Super Food

It’s a pretty good bet that your Super Bowl spread won’t be as healthy what’s pictured above! And if you’re in sales, whether as an executive, sales manager, or individual producer, it’s also a safe bet that there are higher-value uses of your time on Sunday than watching seven hours of pre-game shows. Hence, the timing …

Super Bowl Weekend Brain Super Food Read More »

I am Declaring My Candidacy for President of the United States

Before getting started, let me reiterate my policy: I don’t do politics in business. I don’t promote political parties, ideologies, or candidates. As hard as it’s been to restrain myself the past few weeks during both the Democratic and Republican conventions, I don’t share my political opinions and have refrained my tweeting editorial thoughts. I’ve …

I am Declaring My Candidacy for President of the United States Read More »

8 Ugly Sales Management Sins that Repel Talent and Destroy Your Sales Culture and Results

This Wednesday I’ll be the guest of sales performance expert Dave Stein on his Sales Executive Webinar Series for Sales & Marketing Management Magazine. If the title of this blog post intrigues, angers or interests you, click here for more info and to register. And since you are here already, let me encourage you to take two minutes …

8 Ugly Sales Management Sins that Repel Talent and Destroy Your Sales Culture and Results Read More »

Experience the Transformative Power of Focus (with my guest expert, Les Hewitt)

I’ve been noticing how little time executives and salespeople actually spend on their highest-value activities and stated priorities. It sounds silly and it’s certainly nonsensical. If something is a major objective, a priority, or deemed highly-valuable, how in the world does it end up getting less of our time and focus? Even as I typed and now reread that last …

Experience the Transformative Power of Focus (with my guest expert, Les Hewitt) Read More »