I've seen some "interesting" discussions around comp plans in the last few days. … [Read more...]
Category: Leadership
Category: Leadership
Misunderstanding Comp
Coaching Confusion Posted on June, 2022
This is a good news/bad news post. For years, there has been little attention … [Read more...]
On Measures, Metrics, KPIs Posted on June, 2022
In selling (marketing, sales, customer experience) and business, in general, … [Read more...]
The Tyranny Of "More!" Posted on June, 2022
Sellers tend to be selfish and greedy. They keep asking for "More!" The need … [Read more...]
How Things Get Done (Or Not) Posted on June, 2022
Every organization I work with has everything a sales organization should have … [Read more...]
Leading With Curiosity Posted on June, 2022
Curiosity is one of the most critical skills any seller can have. It's even … [Read more...]
"A Seat At The Table...." Posted on May, 2022
Over the past 6-7 years, increasingly, I've seen too many discussions about … [Read more...]
"Why Does This Happen?" Posted on May, 2022
The question, "Why Does This Happen," and its variants ("What causes this to … [Read more...]
Shifting From "I Have To..." To "I Get Too..." Posted on May, 2022
Recently, I was having a conversation with an outstanding sales leader and … [Read more...]
We Must Take A First Step! Posted on May, 2022
Yesterday, we were shocked to hear about yet another shooting. This time, at an … [Read more...]
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