goals

goals

In 2018 You Have Choices About Your Attitude, Behaviors, Calendar and How You’ll Sell or Lead

We made it! 2017 is in the books. Some of us are celebrating great victories and much success; some are licking our wounds thankful to have survived. But all of us, regardless of circumstances, are here on the doorstep of another new year. No, there is nothing magical about turning a calendar page, but I think …

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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 …

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The Sales Year is 1/12 Complete. Are You and Your Team on Track to Win?

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 …

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Sales Manager: Why Don’t You Formally Meet 1:1 Monthly with Every Salesperson?

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 …

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