Tag Archives: Sales leadership

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

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

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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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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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Strategic Execution, Part 3: Plan for Detours

Okay. You know it’s been a while when you have clients, passing you at work, commenting on how long it’s been since your last blog. Doh! No, I did not get lost in the desert. And I won’t bore you … Continue reading

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Strategic Execution, Part 1: Don’t Chase the Wind…

It’s amazing to me how often the word “strategy” is overused used. I mean, seriously, I do not think that word means what you think it means (with a nod to Inigo Montoya). So often, I get into discussions with … Continue reading

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