Need more sales? Hire more salespeople. That’s been the strategy for the past decade in sales organizations large and small. Throw bodies at a number.
As I write this article, Americans are basking in the glow of a spectacular Super Bowl. The glow will be short-lived, however, with the Iowa
One of the most frustrating sales management experiences happens when a rep who’s at the top of her game suddenly nosedives. A high performer who’s
Culture! Culture! Culture! Culture! Everyone you follow these days, from business gurus to corporate executives, talks about the importance of organizational culture. If you’re a
The most repeated question I’m asked everywhere I travel in my sales consulting practice is this: How do we hire good salespeople? With unemployment at
“Culture eats strategy for breakfast!” These are the brutally honest words of the all-wise Peter Drucker. What he means is this: You may have the