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 [...]
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 [...]
Does this sound familiar? “Margot has been our top sales producer for five years now. We have never been able to get the rest of the team to produce at her level. Let’s promote her to [...]
I love surveys! No, not taking them. As a business executive, you can learn a lot from a good survey. The reason most people do not enjoy taking surveys is that they never hear back from the [...]
Do you find it easy to inspire your team? When we think of inspiring others, we typically think of an exciting speech or a touching story that motivates. However, most inspiration doesn’t come [...]
Do you like getting referrals? Of course! A referral is the best way to be introduced to a potential client. Someone they trust told them to talk to you about your services or products. A third [...]
As a sales performance consultant, I get to know many up-and-coming Sales Professionals. Their energy and problem-solving skills are inspiring for me. And, I appreciate how they look forward to [...]
Yesterday, I had lunch with an impressive young enterprise sales professional. He joined his new company last May and has already sold an account worth over $4 million to his new company. They [...]
Sales is a bottom line business, you either make your number or you don’t. That’s why it is common to hear colleagues and senior leadership say: “You may not have the highest opinion of Joey, but [...]
When it comes to sales, I know what I’m doing… at least, that is what I tell myself. However, that was recently put to the test. My primary sales professional left at the end of 2016 to do some [...]
