Category Archives: Leadership
Once the goals are in place, accountability for time is the next critical component. Where are your salespeople spending their time?
Most organizations and sales departments have some type of Strategic Plan. Often is just a collection or group of projects or actions that may or may not have a positive impact on the future direction of the organization or department. It’s usually just … Continue reading
As companies are coming out of the COVID “hibernation” & challenges, we in Management are faced with critical questions about our existing sales team: Who has “produced” sales in the past year (at least 90% of quota)? Who has not? … Continue reading
We have had the good fortune of working with some excellent companies and teams in 2020 before and during the COVID-19 pandemic. We’d like to share some Sales leadership & Sales Management Practices, Observations, and Insights that the strong leaders … Continue reading
OWNERS, PRESIDENTS & SALES LEADERS, Recently, we’ve learned some alarming statistics about salespeople that we needed to share with you, the company Sales Leaders that are happening during this REMOTE selling environment: 34% of salespeople do not prospect consistently 90% … Continue reading
Professional Sports are back! What parallels exist between the preparation of sports organizations and your business?
Professional Sports are back! While some sports are facing larger hiccups and hurdles than others, they’ve all spent tremendous time preparing for this moment – not just on the field, court, or ice – but in the front offices, as … Continue reading
In this crisis, you have one small luxury…to take some time to determine what is working and not working today, so you can structure the company you need when this crisis “winds down.” Fact: If you do not intentionally CREATE … Continue reading
As the Sales Leader, what has your team accomplished Year to Date in 2018 and what is required in Q4? It is critical to have a realistic, actionable, defined plan for the remainder of 2018 to ensure your sales people … Continue reading
Sales Manager’s Corner THE BUCK STOPS HERE! Harry Truman coined this phrase to let everyone know who was in charge and that he would take action and be accountable. As Sales Managers the “Buck Stops Here” lets your … Continue reading
It’s the first quarter and everybody is forecasting growth and all things good. Everyone is telling you they are going to “optimize” this or “leverage” that … Continue reading