Great leaders often share a lot of the same common traits. They are emotionally intelligent, exhibit great communication, interpersonal teamwork, critical thinking and creative problem solving skills. But in today's business world, sales leaders…Continue Reading
“Sales managers are one of the least equipped roles in business.”That is what Dave Brock says when he looks over the sales landscape. That’s one of the main reasons he wrote “The Sales Manager’s Survival Guide,” available now on Amazon… Continue Reading
You have a deal that is near the end of your sales process. Your CRM settings suggest that you have a 90 percent chance of winning that opportunity. You know for a fact that they are still engaged with your competitor; this means you have a 50…Continue Reading
Some people love to count things. They believe that numbers are important. They want to quantify everything that they can, hoping to derive insights from their counting.
Counting and Counting
Some sales organizations count everything.
A friend of mine is angry at the people he leads. They performed very poorly. In fact, they failed miserably. When he reviewed their performance with them, they were defensive. Some were even argumentative. This made my friend even more angry.