Much has been written about the difference between management and Sales Leadership. While many professionals experience management during their careers—setting goals, evaluating performance, and establishing work rules—true Sales Leadership is something entirely different.
Read MoreI believe sales-centric and customer-centric orientations are inherently the same. In today’s transparent and competitive markets, you simply cannot sell successfully without putting the customer front and center.
Read MoreTheir future work relies upon referrals and a successful track record. Interim and Fractional Executives are paid on the understanding of goals and objectives being performed and delivered, and not merely based on attendance.
Read MoreA rejection is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst.
Read MoreA salesperson not accepting a commission-only sales role does not mean that they aren’t “hungry and motivated” or “they don’t believe in themselves.” It means they are smart.
Read MoreIt is a very personal list. Because what I may consider bad Sales Management is looked upon very favorably by someone else. So, what follows is simply the summary of observations and interpretations over decades of working as and with Sales Managers.
Read MoreThe Peter Principle is a real phenomenon that can have negative effects on businesses if not addressed properly. Employers should be careful when promoting employees, ensuring that they are prepared for their new role and monitoring their performance closely.
Read MoreJennifer had her eye on the clock, trying to meet the company expectations. She was worried about her own bills. What she wanted to do was get them their product and move on.
Read MoreIn the world of enterprise sales, the waiting game is an all too familiar phenomenon -- those long and often frustrating periods of time that sales professionals spend waiting for prospects to make a decision. These waiting periods can drag on for weeks, months, or even years - for large deals.
Read MoreTo be deliberate means to think or talk something through carefully — it also means weighted and measured, the pace and art of careful decision-making. If you choose deliberately, you make a very conscious, intentional, well-thought-through choice.
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