Simple Sales Coaching Practices That Get Results
While there are no magic bullets for sales or sales management, you can achieve a significant lift from your sales team by doing some foundational things very well. I know that many of you are incredibly talented sales managers who lead and manage your teams with great skill, but I am also often surprised at […]
Continue readingHow to Increase Sales with Top Performer Analysis – Part 2
In part one of this series, I discussed the misnomer inherent in the term “best practices” and recommended “top performer practices” instead. I also pinpointed the reason for the bad reputation, since poorly executed best practices projects often fail to produce tangible results. In the projects I’ve run over the past 25+ years, I’ve learned […]
Continue readingTo Be Correct, Stop Trying to Be Right
This post is inspired by the debate and hubub that is ensuing around the CEB’s Challenger Sale research. I’d like to start with some personal opinions of my own, but I’d like to end with something I think is more important, so please allow me to fast-forward for a moment. […]
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