July 21, 2009I think that Ellisa has this mostly right. There have been moments in time when sales did not seem like such a contact sport. This is not one of those periods. As she points out, much of the content would speak to any leadership role. Leadership skills are becoming more important for almost any sales [...]
Posted in Accountability, Coaching, Leadership, Managing Time 
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April 23, 2009I am sharing this article with you because I believe that Chuck has it right. There is a great deal of leverage in how and where you spend you the limited coaching and development time as a sales leader. Each type of sales person below requires a different time and intensity commitment in your coaching. [...]
Posted in Accountability, Strategy, Training Sales Teams No Comments »
February 16, 2009Honestly, this will be a simple post. I am putting it up simply because of the number of times I get asked about it and the frustration it can cause. If you want more depth on this issue, you will have to reach out to me. This issue is a complicated one, but some things [...]
Posted in Accountability, Sales Force Automation No Comments »
January 15, 2009Put yourself in this scenario: You’ve just been hired as the new sales team leader – vice president of sales with a charge to turn around a stagnant and seemingly unmotivated team smack dab in the middle of the most challenging economic times in the past half century. Yikes!
You’ll need some strategy – and some [...]
Posted in Accountability, Selection, Training Sales Teams, Uncategorized No Comments »
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