The best people to have in your life are people who will tell you what you need to hear----but you don’t want to hear. These valuable truth tellers CARE. And because they CARE, they SHARE advice you may not want ...

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I’m often asked the question, “What’s the difference between coaching a younger, newer sales professional versus a veteran salesperson?” There are several answers to that question, however, my consistent answer is:   Teach and coach confidence. A confident seller is ...

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Jump on the internet and you will find multiple articles around the topic of filling the sales funnel.  Managing the sales funnel and the associated sales numbers are important to create sustainable and predictable sales. HOWEVER. The question that must ...

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There are a lot of places to examine (and blame) if your company isn’t consistently achieving sales goals. Favorite places to place the blame is the sales team or sales manager. However, look a little closer and you’ll often find ...

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A Vice President of Sales posed a funny question to me years ago as we were discussing challenges facing her sales organization. She looked me in the eye and asked: Why are we still talking about this S*%!? (Stuff??) The ...

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Sales managers are charged with leading and developing salespeople. However, they often focus on only developing only “half of the person.” They invest time on sales: Sales metrics, sales pipeline management, and sales training. What’s missing is the last half ...

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We’ve all read and heard about the great resignation and the various reasons contributing to this trend. Some people close to retirement simply said “I’m done.”  Other reasons cited are compensation, flexibility, work life balance, more satisfactory work and the ...

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The battle cry from sales organizations is, “Sell value, not price. Be a value-added seller.” If I hear these words one more time, I’m going to put a fork in my eye! Now, that might sound a little strange coming ...

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Everyone says they want and appreciate the feedback. That is---until they actually receive it! Communication and leadership experts emphasize the importance of candor and truth-telling conversations. And yet, most people dread such conversations. Sales leaders and salespeople are human beings. ...

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“How can I do a better job of holding my salespeople accountable? What can I do to improve my sales team’s ability to do what they committed to doing?”  These are frequent questions asked by sales managers, regardless of their ...

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