I wrote recently asking executives, managers and salespeople if they were moving the needle on high payoff activities or just simply busy. The piece got a lot of play and also caught the attention of the editors at Open View Labs who wanted to further explore the topic of being “Selfishly Productive.” And because this
Executives, Managers and Salespeople Must be More Selfish to Drive Improved Results Read More »
Leading the team and creating a healthy sales culture are primary responsibilities of the sales manager. Very often, I’ll ask a vice president of sales or the sales manager how often they meet 1:1 with their people. And the typical answer sounds something like this: “I am in touch with every one of my people
Sales Manager: Why Don’t You Formally Meet 1:1 Monthly with Every Salesperson? Read More »
After a crazy week of speaking, consulting and traveling amidst winter storms, I thought I’d try something new and take requests for a weekend post. Shelly Lucas, Senior Marketing Manager at Dun & Bradstreet, was first to respond with this doozie: “…would love to hear your take on whether or not paying sales commissions still makes
By Request: Pay Sales Commissions or Not? Read More »
As I work with senior executives, sales leaders and salespeople, I’ve observed a trait that is common among top-performers in all three roles: The very best executives, managers and individual contributors are Selfishly Productive. I started incorporating the description Selfishly Productive into team sessions I was leading a few months back and noticed what an impact that phrase had
Are You Moving the Needle on High Payoff Activity or Drowning in Details & Admin? Read More »
I posted this one year ago and it’s a true as ever. Since the publication of New Sales. Simplified., I’ve constantly been in the air. I am grateful for how Southwest allows me (and salespeople everywhere) to do what needs to be done, and they make it as fun, easy and efficient as possible. And
Southwest is Still the Sales Airline Read More »
Every once in a while we see something special. In 1980 I was thirteen and I can remember watching the winter olympics on a little black and white TV in my basement bedroom. After we (sorry Canadian and European friends), beat the big bad Soviet Union (remember the CCCP on their jerseys?), I forced my
The Healthiest Sales Team Culture I’ve Seen Read More »
I love sports. I’m not a very good athlete, but I sure love the distraction, fun, entertainment and sales and leadership lessons that sports offer. It’s supposed to be a great time of year to be a sports fan. Baseball season is approaching the home stretch and the NFL Preseason is getting into full swing.
Cheating and Lying is a Losing Strategy Read More »
It’s good to be back! This was the longest break I’ve taken from blogging since launching the site three years ago. It was great to get away, but I am excited to be back – with a fresh perspective and renewed energy. It’s been quite a summer and a great six weeks since I’ve published
Back with Better Perspective and Fresh Ideas Read More »
I love to fly. If you’re a regular here, you know about my loyalty to and friendship with my personal Sales Force One – Southwest Airlines, and why I think Southwest is the Sales Airline. But as highly as I think of Southwest for a commercial flight, nothing compares to flying in a private business jet. Early
Turn Off the CRM AutoPilot and Get Strategic About Where to Spend Your Time Read More »
Like most of you, I am tired of of hearing about the “Fiscal Cliff,” and extremely aggravated with our elected officials in Washington D.C. It’s probably also safe to assume you don’t need to read yet another blog post about New Year’s Resolutions. So let’s do something more productive, and, certainly, more enjoyable. Let’s talk
What We Can Learn from Peyton Manning – the Consummate (Sales) Professional Read More »