The salespeople who work for you are different than any other kind of employee. I know I’m stating the obvious, but it must be said anyway. In addition, the sales profession is different than any other profession. Again, stating the obvious, but we tend to minimize these differences when it comes to leading the sales […]
Read MoreNeed 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. But now that strategy is broken. Why? Three reasons: 1. More headcount is too costly. With rising salaries and the rapidly accelerating expense of health insurance (and other benefits), increased […]
Read MoreOne 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 usually 150% of plan (or more) is now only producing 40% of plan (or less). As I write this article, it’s the middle of the year and many sales leaders […]
Read MoreIt’s great being a senior sales leader. There’s greater visibility within the organization and greater say in overall strategy. And, of course, there’s increased salary and status. That’s pretty great, too. But there’s one thing that’s not so great. You’re removed from the frontline, sometimes by as much as two to three levels. In fact, […]
Read MoreCulture! 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 regular reader of this blog, you’ll find no less than two dozen articles that in some way address culture. It’s key to leadership and motivation. It’s key to hiring and […]
Read MoreChange, like death and taxes, is one thing you can always count on in life and leadership. Especially today in the dynamic marketplace in which we work, we must change or die. Just ask Research in Motion, the makers of Blackberry. The people dynamics of change, however, are extremely challenging, because we’re asking team members […]
Read MoreThere are laws that govern the physical universe and laws that govern the organizational universe. Sometimes these laws are exactly the same. Here’s one that rules both worlds: the law of entropy. Simply stated, the law of entropy declares that every system left to its own devices moves from order to disorder. True in the physical […]
Read MoreLook up the meaning of humility and one thing you will not see in any dictionary in any language in any country on the face of the earth is reference to a salesperson. No, you will not find this: humility, noun, a modest or low view of one’s own importance. USAGE: The salesperson received his […]
Read MoreThe 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 historic lows and generational transitions sweeping through the workforce—Baby Boomers retiring from jobs with no one to fill their place—sales hiring has become a critical business priority. The “war for […]
Read MoreA few weeks ago my wife and I went out to dinner to celebrate our anniversary. When we got to one of our favorite restaurants, all the tables were full and we ended up sitting on two quiet stools at the end of the bar. We had the most wonderful evening, and our waitress surprised […]
Read More“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 best product at the best price. You may have the most brilliant sales strategy being executed by the most talented sales staff. You may have the latest cutting edge technology […]
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