Category Archives: Sales Leadership

Good Metrics vs Worthless Ones, Part Two

(Warning – this post might get a little snarky. Well, okay, a lot snarky.) In my last post, I hammered on the idea that a metric is not a goal. I got a little bit of pushback on that, so … Continue reading

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Good Metrics vs Worthless Ones, Part One

Maybe it’s just that time of year, but I am somehow getting into a lot of discussions about metrics. Sales metrics. Compliance metrics. Safety metrics. Evaluation metrics. And on and on… What is grabbing my attention is how I often … Continue reading

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Four Reasons Why A Sales Process Will Never Work

Let me begin by saying that I believe in having a great sales process. At the same time, I do not believe that a sales process is going to provide any value. I have seen way too many sales teams … Continue reading

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The 4 EASIEST Ways to De-Motivate People

I just spent a couple of weeks with some great sales folks and their managers. And, as is often the case, I got into a side conversation about one of THE MOST IMPORTANT FACTORS of driving high performance: motivation. It’s … Continue reading

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Is Your Sales Manager Worthless?

In a recent study, Gallup published a statistic that literally jarred me. According to their 2015 State of the American Manager, only 10% of all managers are what you could call “great.” Okay, fair enough. A truly great manager is … Continue reading

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Special Contribution: Motivate Your Sales Team

I was honored to be included in this article from NextGen Leads – Eight Experts Reveal How To Boost Morale On Your Sales Team. If you are trying to motivate your team, you definitely want to read this article. The other … Continue reading

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When Leaders Resist Change

I recently saw this quote from Laszlo Bock, the head of HR at Google (@LaszloBock2718): “Most organizations are designed to resist change and enfeeble employees.” Wow. That comment just struck me. I mean, seriously? MOST organizations? I have worked with … Continue reading

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2 Tips for Boosting Your Sales Dramatically

If you want to boost your sales dramatically, there is no single tactic to help you. Not buying a CRM. Not investing in online advertising. Not starting a new sales process. You can only boost sales dramatically by developing a … Continue reading

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