Welcome to the dog days of summer—that time when the temperature and humidity are still unbearable, families are trying to squeeze in the last days of summer vacation before going back to school and (it seems) most of your customers, and prospects, are out of the office. As a manager, it can be hard to … Read more
Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, you are well on your way to implementing your new business and client retention plan for 2021 – or are you? If you are struggling with how to organize your selling time, and … Read more
During this time, when many of us are directly or indirectly dealing with issues related to the global COVID-19 pandemic or, perhaps, financial pressures on the personal and organizational levels, many sales leaders are struggling with the issue of keeping their teams focused. It’s not at all surprising that sales teams can become distracted. The … Read more
On May 25, in Minneapolis, George Floyd, an unarmed African American man, was slain by a police officer. He was held down, with a knee on his neck, for 8 minutes and 46 seconds. The video was circulated on social media and spurred a social justice movement that spanned throughout the United States and around … Read more
Responsive, adaptive organizations invest time upfront to make future work easier. I call this frontloading. One simple, impactful and repeatable way to frontload work is by performing a team agreement at the start of a project or when forming a new team. Ever had a terrible roommate? Imagine how much time and energy you could … Read more
Although the national unemployment rate spiked earlier this year, hiring a productive salesperson can still be a huge challenge. Salespeople tend to be outgoing, and engaging, and it’s easy to convince yourself that you’ve found the right person for the job simply because a candidate is “likable.” But before interviewing any sales candidate, take the … Read more
There are so many radical changes taking place all around us that we might as well make some radical changes of our own, to guarantee that by the time we come out of the quarantine our business, our career and our personal life reflect how we want to live, not how we got used to … Read more
