Weak Managers Focus On More Activity

alt text image of a weak link in a chain

There are no outcomes without activity. But the right outcomes require the right activity. “More activity” is the answer a weak manager uses when they need better results. It’s easier to demand more activity than it is to determine the real outcome you need, determine the “right … [Read more...]

Sales Is a Numbers Game (But Not the Numbers You Think)

alt text image of numbers

“Sales is a numbers game,” they say. Then they propose that, “if you want better numbers, just make more calls.” And when low activity is the problem, this might be a reasonably good answer. But most of the numbers that really matter aren’t captured in any format in which a … [Read more...]

What Your Sales Manager Should Never Have to Manage

What Your Sales Manager Should Never Have to Manage

Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition should provide the motivation for your activity. If your sales manager has to look at your activity then you are doing something wrong. You sales manager … [Read more...]