If You’re Not There, Neither Are Your People

alt text image of an iceberg

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)

alt text image of a man holding an electric arrow

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...]

What I Have Come to Believe About Leadership

alt text image of a man looking at a wall with four white arrows and red arrow going the other direction

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)

alt text image of a red fish leading a school of blue fish

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...]

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...]

10 Laws for Leaders

alt text image of two hands holding up the numbers 1 and 0 to make a ten

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...]

Better Than You Believe (A Note to the Sales Leader)

alt text image of pencils, one sticking up

Your salespeople are better than you think they are. They deserve more credit than you sometimes give them. The job your salespeople do is more difficult that you think it is. Selling is more difficult now than when you did it. It’s much more challenging, and in some ways, it … [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...]

The Spiritual Leader of the Sales Force

alt text image of an Indian guru

Every sales organization has a spiritual sales leader. There is a sort of religion that develops within the sales organization, and the spiritual leader establishes and maintains that religion. The rest of the salesforce looks to the spiritual leader to determine what they are … [Read more...]

Three Levels of Leadership and the Spark

alt text image of a match leading other matches

The first level of leadership is managing. As a manager, you provide your people with answers. You create dependents. When your people are challenged, when they encounter problems, when they need help, they rush to you as their manager so you can tell them exactly what you want … [Read more...]

Download my E-Book: How to Crush It, Kill It, and Master Cold Calling Now! FREE when you subscribe to my newsletter »