culture

culture

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 …

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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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Where this 10-Year Sales Management Book Writing Journey Began and Ended

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 …

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6 Powerful Sales and Culture Lessons from a Great Visit to Butler University

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 …

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Two Powerful Sales Team Leadership Success Tips from Jim Harbaugh

Happy New Year to you and your sales team! If you are feeling anything like I am, you are raring to get after it. Last week we took our traditional brief after-Christmas vacation, and while we were away I dove deep into goal setting for 2015. I got so excited about my plans and the possibilities that …

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