Blog

February 29, 2020
Clear Sales Expectations Get You to the Playoffs

Search the phrase “quotes for expectations” and a variety of results appear with a common message: do not expect anything and avoid disappointment. Search the phrase “quotes for expectations in business” and the exact opposite message appears: expect greatly to achieve goals. How can two simple words, “in business,” added to the end of a […]

February 29, 2020
The Three R’s for the New Year: Real Resolution Results!

Alas for the ill-fated New Year’s Resolution! Too often, these high and noble aims end up at the bottom of our ‘to be filed’ pile – right about now. The intention is real and the need is crystal clear when we set these at the beginning of the year – so what happens to them? […]

February 29, 2020
Sales Infrastructure: Why sales training alone is not the road to revenue

As the business climate improves, the associated increase in competitive and pricing pressures, and increasing cost, such as delivering more personalized service have many business leaders looking up from the bottom line and seeking improvement in their torpid top line. Driving an increase in revenue means improving sales team productivity, so the clear route is […]

February 29, 2020
5 Signs of Sales Leadership Driving New Revenue

The top line feeds everything else your organization does. If you need to grow your business, you need to grow the top line. If new revenue is not coming in consistently, sales leadership maybe just getting lucky in good months rather than driving results with some key new revenue creation practices. Some of these include: […]

February 29, 2020
Sales Hiring and Motivation in the Summertime

Summertime. Long, hot days, warm nights, friends & family around the BBQ. Who wants to drive sales out of the ballpark when all you want is to be out at the ballpark? I mean, everyone is on vacation anyway, right? So why not ease up a little on the sales and hiring motivation? ***Warning!! The mid-summer attitude is […]

February 29, 2020
Leadership is More Than Just a Sales Function Imperative – Part 1

I primarily focus on top line turn-arounds and building high performing sales operations. I’ve done this in some form for 30 years now, and not once have I been brought into an organization where both sales operations and leadership were present and running smoothly. This is how my brain works: I seek out and solve problems […]

February 29, 2020
Leadership is More Than Just a Sales Function Imperative – Part 2 Posted on October 6, 2017

Leadership is a potential source of revenue problems, as we discovered in Part 1 of this blog series. 30+ years of experience with various employers and organizations and has made that crystal clear to me, although it’s not a popular theory. Especially among the leadership! Every team needs a leader, and your sales team is no […]

February 29, 2020
How to Develop and Own Your Sales Attitude

A positive attitude is critical to scoring success in nearly every aspect of your life, but especially in your sales career. First, it helps keep you focused on the potential rather than the past. And then with each victory, that focus becomes even stronger; your ability to see more potential is enhanced. So you know […]