Category: Leadership

Innovation And Improvement -- Whose Job In Sales Is It?
Posted on October, 2011

Before I jump ahead, let me first tackle the basic notions of innovation and … [Read more...]

As sales people, we may be responsible for a lot of different things---we may … [Read more...]

September 22, 2011 by David Brock 1 Comment

Have you ever looked at your funnel, or that of one of your people (if you are a … [Read more...]

Years ago, a manager used to tell us, "Your increases will become effective when … [Read more...]

September 15, 2011 by David Brock 2 Comments

For the past several weeks, I've been focusing on various aspects of the … [Read more...]

September 11, 2011 by David Brock 4 Comments

As leaders and sales managers, a key aspect of our jobs is to manage … [Read more...]

September 8, 2011 by David Brock 3 Comments

Over the past few weeks, I've focused on various pipeline/funnel metrics that … [Read more...]

On previous Friday's, I've written about Ideal Pipeline Volume, Flow/Velocity, … [Read more...]

I know, I know, this title will create a deluge of comments from sales people … [Read more...]

I was really busy, my time was filled. I start each day with my list. I … [Read more...]