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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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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The Five Biggest Sales Hiring Mistakes (And How to Avoid Them)

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 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 […]

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