I couldn’t do what I do without my support team. Mary, my virtual assistant, and eaHELP, the company that provides the service, are the MVPs of that team. Right now Mary is handling everything ranging from managing my calendar and email inbox to planning travel around my son’s soccer schedule and existing client commitments to coordinating a …
I’ve Never Been More Thankful for eaHELP and My Virtual Assistant Read More »
I met Mark Roberge two years ago and immediately liked him. He’s smart, fun, engaging and passionate and opinionated about how to drive sales. And as the person (SVP of Worldwide Sales) who helped increase HubSpot’s sales by 6000% to $100 million and the company to 450 employees, I’d say he knows a thing or …
A Brilliant Sales Leadership Book from the Brilliant Mark Roberge of HubSpot Read More »
It’s fashionable today for salespeople, particularly underperforming salespeople, to complain that they’re being micromanaged. In fact, many underperformers become master manipulators as a defense mechanism. As soon as managers get anywhere near sniffing around their activity level, these struggling sellers play the micromanager card. In my upcoming book, Sales Management. Simplified – The Straight Truth About Getting Exceptional Results from Your …
Salespeople and Sales Leaders: Good Sales Management is Not Micromanagement Read More »
Since returning from vacation, it’s been a whirlwind… kicking off a handful of new consulting clients, wrapping up a longer-term engagement, and leading New Sales. Simplified. workshops in several cities across North America. In my last post I promised to share the real-world sales issues I’m seeing and tackling in various companies. While these clients …
7 Real Sales Issues I’m Tackling with Real Companies Right Now 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 …
Ten years ago, I was approaching the Ballas Road exit off of westbound Highway 40/64 (pictured) in suburban St. Louis when I reached the point of utter exasperation. After having tons of success and fun as both a top individual producing salesperson and as a consultant and coach to sales teams, to say that I was …
Where this 10-Year Sales Management Book Writing Journey Began and Ended Read More »
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 »
My oldest son and I just returned from two fantastic days at Butler University in Indianapolis. Several events drew us to the campus this particular weekend. There was an admitted students reception prior to Saturday evening’s basketball game against highly-ranked Villanova, and the College of Business put on a full-day program Friday offering the opportunity to …
6 Powerful Sales and Culture Lessons from a Great Visit to Butler University Read More »
Where did January go? Wasn’t it just New Year’s Day? Don’t know about you, but for me, the weeks flew by. In fact, the month came and went so quickly that it scared me into sitting down to review progress against my goals for the year. And that review inspired me to write this post …
The Sales Year is 1/12 Complete. Are You and Your Team on Track to Win? Read More »
Recently I’ve observed that many sales organizations’ sales problems are really more of a talent problem. It’s not just that they don’t have enough top-producers or true sales hunters, it’s that they haven’t done the hard work to truly define the sales roles in their business. A salesperson is not a salesperson is not a salesperson. There are as many …
Do You Have Sales Hunters in Hunting Roles? (plus bonus sales DNA video) Read More »
