David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Are We Too Glib In Talking About Sales Performance Management?
Posted on January, 2011

Let me make a confession up front. I copped out on the title of this post, if I … [Read more...]

When I started my sales career, I sold computers to large banks on Wall Street. … [Read more...]

I've spent much of my time over the past few weeks participating in a number of … [Read more...]

January 21, 2011 by David Brock 1 Comment

Yesterday afternoon, I was in JFK waiting to board a plane. I'd had a long day, … [Read more...]

There's the common saying in court room proceedings that a lawyer should never … [Read more...]

I hear from sales people all over, "My manager won't let go!" "She's micro … [Read more...]

I've been reading a lot of opinions about sales people blogging--many favoring … [Read more...]

January 11, 2011 by David Brock 1 Comment

I really don't mean this to be a New Year's resolution piece, though the title … [Read more...]

Sales managers have to balance a number of, potentially contradictory, issues in … [Read more...]

I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of … [Read more...]