Tag Archives: agility selling

Good Metrics vs Worthless Ones, Part Two

Posted on April 29, 2016 by

(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

Posted on April 19, 2016 by

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 →

Posted in Leadership, Management, Metrics, Sales Leadership | Tagged , , , , , , | 2 Comments

Management vs Leadership, Part Two

Posted on March 25, 2016 by

As I continue my rant thoughts about the difference between management and leadership, let me recap the core difference between the two concepts. Management is about optimization and leadership is about transformation. So, if you don’t mind, I’d like to stop … Continue reading →

Posted in Leadership, Management | Tagged , , , , , , , , , , | 3 Comments

Management vs Leadership, Part One

Posted on March 11, 2016 by

For this post, I’d like to take a shot at a very sacred cow (at least for some folks) – management vs leadership. Frankly, I can already tell this is going to take more than one post, so let’s call … Continue reading →

Posted in Leadership, Management | Tagged , , , , , , , | 9 Comments

Four Reasons Why A Sales Process Will Never Work

Posted on February 5, 2016 by

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 →

Posted in Sales Leadership, Selling | Tagged , , , , | 2 Comments

Do Your Questions Matter?

Posted on January 22, 2016 by

I’ve got a question for you. Do you create the answers to your questions before you ask them? Think about that for a moment. Because your answer may have major implications for your success. On one hand, there is certainly … Continue reading →

Posted in Personal Effectiveness, Selling | Tagged , , , , | 3 Comments

A simple, but CRITICAL, truth…

Posted on November 23, 2015 by

Maybe it’s just me, but lately I’ve been seeing a TON of craziness in business. Clearly, with the year winding down and the holiday season ramping up, many people are experiencing the insanity stress of making massive changes to a … Continue reading →

Posted in Purpose | Tagged , , , , , | 5 Comments

Killing High-Performance Teams, Part Two (AKA the priority problem)

Posted on October 29, 2015 by

In my last blog post, I tackled the effect that a lack of clarity has on high-performing teaming. The short summary of it is this: take away clear goals and clear roles and you will only get broken processes, poor … Continue reading →

Posted in Leadership, Teaming | Tagged , , , , , , , , | 2 Comments

Killing High-Performance Teams, Part One (AKA the clarity problem)

Posted on September 28, 2015 by

If you or your team struggle with stress, you have a clarity problem. If you or your team struggle with conflict, you have a clarity problem. If you or your team struggle with broken processes, you have a clarity problem. If you … Continue reading →

Posted in Teaming | Tagged , , , , , , , , , | 4 Comments

The 4 EASIEST Ways to De-Motivate People

Posted on August 14, 2015 by

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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