A Note to Entrepreneurs on Leading Sales

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“How do I lead and manage a sales force having never had any sales experience?” I’ve heard the same question three times in as many days, although it was worded a little different each time. One entrepreneur asked me for the one book he should read to try to get up to speed as … [Read more...]

If You’re Not There, Neither Are Your People

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I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others. Leaders Engaged In the first two … [Read more...]

Four Laws for Transformations (A Note to Leaders)

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I started this week at Gerhard’s Sales 2.0 Conference in Philadelphia. G puts on a heck of a good show, and I always learn a lot. I was there to speak on Big Data, but I spoke on Little Data. Gerhard pushed all of us to share our best ideas about sales transformations. And he … [Read more...]

Your Desperation Isn’t Motivating

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I once heard Anthony Robbins say that people change for one of two reasons: inspiration or desperation. He said it is normally desperation that gets people to the point of change. But desperation causes change when you reach that point on your own; it isn’t a tool for … [Read more...]

What I Have Come to Believe About Leadership

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Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns. Here are four beliefs about leadership that I have developed over the years. I … [Read more...]

How to Make Your Number (A Note to the Sales Leader)

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If you want to reach your big goal as a leader, here is the recipe. It’s simple, but it isn’t easy. Start with hiring: Field the very best team you can. There isn’t anything that is going to help you more than starting with good people who care about and take pride in their … [Read more...]

Before You Take Another Bite

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Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for months. About three months. The year … [Read more...]

What A Leader Must Do

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Vision. Mission. Purpose. Then these: A leader must believe there is a way. Strategy is nothing without belief. And if you don't believe, no one else will. A leader must be a teacher. A leader teaches business, teaches values, teaches strategy, teaches empathy, teaches … [Read more...]

On Leaders and Culture

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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...]

10 Laws for Leaders

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Give your team credit for the victories. Your team did the work. They did the heavy lifting. Take none of the credit, even when it was your idea and even when you worked harder than anyone. The victory belongs to your team. Take the blame for the mistakes, the missteps, and … [Read more...]

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