by timohai | Apr 19, 2016 | Management, Sales Leadership
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 I am seeing worthless metrics. And...
by timohai | Feb 5, 2016 | Sales Leadership, Selling
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 try to anchor their entire strategy on the implementation of a sales...
by timohai | Aug 14, 2015 | Leadership, Management, Motivation, Sales Leadership
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 classic, right? If you are the leader...
by timohai | Jun 12, 2015 | Sales Leadership
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 rare. Makes sense – even if it seems...
by timohai | Jun 10, 2015 | Motivation, Sales Leadership
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 experts included: Jill Konrath Barbara...
by timohai | May 22, 2015 | Sales Leadership
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 a bunch of...
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