I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Tag: Accountability
Figuring It Out, Critical Sales Competency!
Whose Performance Problem Is It? Posted on June, 2015
A while back I was involved in a discussion about performance. For some reason, … [Read more...]
Sales Manager Or Sales Person? Posted on June, 2015
Sales manager, or sales person----choose, you can only be one! While it seems … [Read more...]
Do You Respect Your People Enough To Fire Them? Posted on May, 2015
Unfortunately, one of the biggest sins I see in performance management is … [Read more...]
"Solve Your Problem Before I Have To Solve Mine" Posted on May, 2015
It happened many years ago, but I still remember it as though it was yesterday. … [Read more...]
Moving Into Our "Discomfort Zones" Posted on May, 2015
As sales people, we get frustrated with customers that are slow, reluctant, … [Read more...]
The Data On Sales Success Is In! Posted on May, 2015
We've run across some startling data on sales performance: 99% of sales reps … [Read more...]
Why's This Deal Keep Slipping? Posted on May, 2015
I've been reviewing a bunch of deals in a client's CRM system. There's a … [Read more...]
The Secret To Sales Success! Posted on May, 2015
Our company works with a lot of organizations ranging from the world's largest … [Read more...]
The Engaged Leader Posted on April, 2015
I read a fascinating post by Patrick Lencioni, entitled, Micromanagement Is … [Read more...]
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