My friend, Tibor Shanto, and I were talking this morning. He asked me a … [Read more...]
Tag: Responsibility
What Is Your Development Plan For Your People?
Thinking About "Rev-Ops" Posted on April, 2021
There's a lot of discussion about creating a role/function in the organization … [Read more...]
On Change, Tension, Conflict..... Posted on April, 2021
Might as well get this "ugly" topic out in the open for discussion. It's … [Read more...]
Behind Every Problem Performer.... There Is A Problem Manager Posted on April, 2021
In every organization, there are problem performers. People who, for various … [Read more...]
Performance Management Posted on April, 2021
As leaders, our jobs are to maximize the performance of each individual and the … [Read more...]
When The Formulas Don't Work Posted on March, 2021
We spend a lot of time trying to figure out what works. We look for methods, … [Read more...]
"Doing More," Is Not A Growth Strategy! Neither Are Miracle Cures! Posted on March, 2021
As sales professionals, we are responsible for driving revenue growth for our … [Read more...]
Whose Deal Is This? Posted on March, 2021
Who in the sales organization owns the responsibility for a deal? Who is … [Read more...]
Selling Is A Human Process, Part 2 Posted on January, 2021
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
Forecasts Are About The Deals, Not The Number! Posted on November, 2020
This is one of those topics I wish I could just put to bed and ignore--yet it … [Read more...]
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