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 classic, right? If you are the leader of a group of people – especially inContinue reading “The 4 EASIEST Ways to De-Motivate People”

Managing Motivation

If you are someone who is responsible for a high-performing team, check out the full podcast I recorded with Lynn Hidy (@UpYourTeleSales) and Babette Ten Haken (@BabetteTenHaken) – plus some extra thoughts from Babette on her blog about motivation in general. Here are some highlights from our conversation: What is the definition of motivation? It’s what drivesContinue reading “Managing Motivation”

Podcast: The MOST Important Elements of High Performance Teaming

This Thursday at 1p NY Time, listen in on a great conversation I had with Lynn Hidy (@UpYourTeleSales) and Babette Ten Haken (@BabetteTenHaken): Sales Coffee Klatch Chat. We talked about the MOST important elements of high performance teaming – Goal clarity and role clarity (with a bonus on DE- motivation) http://tiny.cc/UYTSRadio‪ #‎Listen2Lynn‬

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 rare. Makes sense – even if it seems kinda cynical. But here is where IContinue reading “Is Your Sales Manager Worthless?”

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 experts included: Jill Konrath Barbara Giamanco John Barrows Steven Rosen Mark Hunter Elinor Stutz KenContinue reading “Special Contribution: Motivate Your Sales Team”

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 a bunch of organizations, from profit to non-profit, from tiny to Fortune #1. And IContinue reading “When Leaders Resist Change”

How to Deal with DIFFICULT Prospects/Clients

For the second week in a row, I have been a guest on a great podcast. This time, it was “The Word: A Jolt of Sales 411” with top sales blogger (and buddy) Jim Keenan (@Keenan). BONUS: another friend and top sales expert, Anthony Iannarino (@Iannarino), was our partner in crime. Tune into this VERYContinue reading “How to Deal with DIFFICULT Prospects/Clients”

How to Deal with STRESSED OUT Customers

Next week, I am stoked to be joining my friends Jim Keenan (@keenan) and Anthony Iannarino (@iannarino) for a “jolt of Sales 411.” Our topic is going to be people who drive us nuts how to deal with a pain in the a$$ prospect/customer. Knowing these guys the way that I do, it’s going to beContinue reading “How to Deal with STRESSED OUT Customers”

The Three Biggest Causes of Stress… and Why You Are Addicted to Them

Well, it’s that time of year again. The business year is winding down. The holiday season is ramping up. And with just those two dynamics, the potential for stress is about to spike (if it’s not spiking already). God only knows what else could be contributing to the complexity, but – for me – it’sContinue reading “The Three Biggest Causes of Stress… and Why You Are Addicted to Them”

Think You’ve Got Stress?

I have a confession that you probably already know: I’m a horribly inconsistent blogger. But, hopefully, you find my content good enough that when stuff comes out, it’s worth your time to read. Which I’m hoping this post will be equally regarded – but know that I am starting with some heavy words. My wifeContinue reading “Think You’ve Got Stress?”