I 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 [...]

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I 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 »

Honestly, 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 [...]

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Put 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 [...]

Posted in Accountability, Selection, Training Sales Teams No Comments »

Have you been procrastinating about projects you need to get started? Do you find yourself continually frustrated at the end of the day, with a mound of things that need to be done? Unfinished projects, e-mails to answer, stacks of paper that keep piling up? If so, you’re not alone. A lot of people suffer [...]

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Author: Ben Franklin As any company grows, there’s a need to build up the different departments in the organizational chart. You need these various functions to get more specialized, more organized and focused. One of the main areas that you will need to concentrate on for your business to grow even more is sales. You [...]

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We’ve seen this process improve sales systems to turn poor results into a hefty 45% conversion rate of prospects into new customers. Lasting sales performance rarely comes from super-star performers. It comes from great sales management systems. Good systems are reliable and they enable all your sales people to improve and maintain their performance. We [...]

Posted in Accountability, Coaching, Leadership, On-boarding No Comments »

I had heard a story regarding integrity several years ago when I was in the Marine Corps. I had spent twelve years as a Marine, and it will never leave me. You know what they say, once a Marine, always a Marine. Now I don’t know if the story that I’m about to tell is [...]

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