OLD DOG, NEW DOG. CAN YOU TEACH THE RIGHT TRICKS?
“Can you teach an old dog new tricks?” I have been asked this question multiple times over the years… in a variety of expert interviews and by concerned sales managers leading an aging team. While I hate the expression “old dog,” I have an answer… “Yes,...
Sales People Are Confused
Sales people are confused. And who is creating this confusion? Sales leaders and sales experts. The very people who are charged with guiding and supporting your sales success. Think about what we throw at you on a daily basis. Make more calls! Make fewer quality...
The BIG Sales Motivator That Most Leaders Forget
Numerous books have been written on the subject of motivation. An entire industry thrives on the concept of offering sales teams elaborate incentives to drive superhero performance resulting in higher revenues and profits. But I want to share an important observation....
Eight Ways to Get Ahead of Your Competitors This Summer
Review your objectives It is midyear. A perfect time to revisit your goals, reflect on your activity and measure your progress to date. Are you committing focused time to the handful of critical priorities that will get you to your year-end targets faster? Are you...