Articles: Sales Leadership

Managing Up without Being a Suck Up

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 and adulation of their boss (and not actually doing real work). Most people’s reaction to fawning coworkers is to refuse to do anything that looks political at all. An executive […]

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The Myth and Misfortunes of Heroic Sales Leadership

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 caucuses a few hours away, an impeachment vote next on the agenda, and the COVID-19 spreading throughout the world. Nevertheless, we were treated on Sunday to a brilliant performance by […]

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Private Practices for a Public Life

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 and facilitate, discuss and collaborate. Sometimes in person, sometimes online, many in multiple time zones. More often than not, these meetings take place back to back in rapid succession, most […]

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A Template for Every Sales Team Meeting

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 in meetings. It’s not in their DNA. For most of your sellers, school was a painful experience for this very reason, and your sales team meetings remind them of being […]

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Should You Be a Sales Manager? Five Key Questions

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 role comes with more money, greater visibility within the organization, increased power and prestige. What could possibly go wrong? Before I answer that question, let me explain the logic of […]

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Six Essentials for Virtual Team Meetings

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 business world. Not being live, in-person with your people, however, poses unique challenges for meeting effectiveness and leadership success in them. Here are six essentials for overcoming these challenges: Invest […]

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Six Secrets to a Successful Skip Level Meeting

It’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, […]

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Intentional Culture Creation for Senior Sales Leaders

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 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 […]

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How to Change the Habits of Your People (or Yourself!)

Change, 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 […]

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