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Waiting to Find Out

This Monday, my daughter tried out for the dance team at the high school she will be attending next year. This was a big deal for her and I think she has a good chance of making the team. She is my oldest and, in my “unbiased” opinion, a pretty talented dancer. (She would probably […]
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In Blog Posted

Is It Time to Course Correct?

We are half way through the fifth month of the year and, as salespeople, our thoughts are contemplating the quarter end. Will it be a glorious one for you or is the stress setting in? If you are on the not-so-great side of things, you are probably in for a difficult conversation with the executive […]
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In Blog Posted

The Problem with Fat and Happy

When I started my business in 2009, most companies were desperately trying to hang on, or were not taking chances with their success. They were investing in their sales process to remain a viable business or to ensure their success. The biggest challenge was budget due to the economy and the affect it had on […]
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In Blog Posted

Prepare like Ichiro

Last Friday, we attended a Padres baseball game. I did not give it much thought, because we have been to quite a few. Due to schedules, my son and I got there early. This allowed us to watch the batting practice of the Miami Marlins. As I watched, it looked like most batting practices I […]
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In Blog Posted

From “Me” to “We”

While a lot of companies make the mistake of promoting their best Sales Professional into a leadership role for the wrong reasons, promoting a top sales professional into leadership can work. The most important question to ask is: Are they ready to go from a “me” focus to a “we” focus? That is the ultimate […]
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In Blog Posted

Ignore Them at Your Peril

Wow, I had a couple of tough conversations with two clients this past week. Both are very successful, growing companies. However, a lack of discipline in their sales process could undermine their growth potential. Both stories have to do with understanding the “Buyers” in your sales and account management process. So, who is a Buyer? […]
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