More Headcount Won’t Get You to Goal. Here’s What Will.
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.
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.
When I was the head of sales for a group of radio stations, I had a salesperson who possessed a talent no one else on
Brown noser, bootlicker, backslapper. These are the more polite terms we use to describe someone who makes their primary job at work garnering the praise
I remember running my first half marathon. It looked a lot like a typical sales year. I charged out of the starting gate with 30,000
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
I live a public life. You probably do too. My work consists of meeting after meeting where I’m called on to coach and counsel, speak
January is a time for new perspective and a fresh start, whether your sales year parallels the calendar year or fiscal ends in the middle
Let me brutally honest with you. Salespeople hate going to meetings. There, I’ve said it. Here’s why. First, salespeople are action-oriented. They don’t like sitting
It makes perfect sense. You’re good at sales. Perhaps, even, one of the best on your team. So, you should be a sales manager. The
Every leader I know conducts some, or even most, of their team meetings online in a virtual environment. This is an inescapable reality in today’s
Need more sales? Hire more salespeople. That’s been that strategy for the past decade in sales organizations large and small. Throw bodies at a number.
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
I help heads of sales achieve double-digit growth with a proven people-first approach.