Your Unique Sales DNA

alt text image of DNA

Your company has its own DNA. It isn’t exactly like any other company, even if you are in the same line of business, and even if you sell the same thing. This means that what is right for one company may in fact be wrong for you (even if you like the idea, and if you really want … [Read more...]

The Lenses Through Which I View People

alt text image of a camera lens

There are a lot of lenses through which you can view things. Your sales process is a conceptual framework from which to view sales. The methodologies that you use are also lenses on how to think about certain ideas. I study human achievement, success, and psychology, believing … [Read more...]

On Leaders and Culture

alt text image of a man in a suit with a wrench in his pocket

Culture is what takes over when leadership and management isn't around. Culture is what takes over in those moments of truth, when a decision makes a difference--for good or for ill. Culture is what happens when the organization's real values are brought to life in the actions … [Read more...]

Adjust Your Own Mask First

alt text image of an airline stewardess showing oxygen masks

The safety announcement on an airline reminds you that, should cabin pressure be suddenly lost, you are to adjust your own oxygen mask before helping the person sitting next to you. Can there be a more perfect metaphor for sales managers and sales leaders? We live in the … [Read more...]

How to Help Your Blustering Boss

alt text image of an angry boss

When someone in leadership role resorts to yelling, screaming, cursing, stomping their feet, and banging things around in order to get something done, it is an indication that they lack influence, lack real authority, and lack resourcefulness. When someone loses their ability to … [Read more...]

More Alike Than Different

alt text image of seven eggs with different faces

“I want to make sure you understand how our country is different.” No matter where on Earth I visit to speak, this statement about “cultural differences” is always one of the first statements I hear. I agree to listen and learn. But rarely do I hear anything that draw a bright … [Read more...]

Virtuous and Vicious Cycles

alt text image of a circular staircase

Sometimes you end up in a loop. That loop can lead upward, producing better and better results. That loop can also descend deep into what can feel like Hell. Some cycles are virtuous and some are simply vicious. The Vicious Cycle Lower margins make it difficult to deliver … [Read more...]

The Power In Knowing How To

alt text image of a play on a blackboard

Strategy is important. So is vision. You know where you want to take your team. You know what results you need to achieve. And you know how you intend to compete and win in your markets. Leaders love to talk strategy, vision, and meaning. What they often spend too little time on … [Read more...]

On Hiring Non-Salespeople for Sales Roles

alt text image of a woman pretending to fish.

Having too few salespeople may be your problem. You can’t make your number without the proper headcount, and you can’t cover all the opportunities in your territory without the human capital necessary. You may want to hire fast, and you may want to hire right now. And there are a … [Read more...]

What Are You Enabling?

alt text image of a light switch being flipped

Sales enablement is an important role with lofty goals. The mission extends way beyond sales operations; it includes sales management and sales leadership. But what are you enabling? Are you enabling your team to do their very best work? Are you giving them the tools, the … [Read more...]