There are all kinds of beliefs a sales management or sales leader might hold, some healthy, many more unhealthy. If you want to turn in your best performance, those results will start with your beliefs, your mindset. Here is a good set of beliefs…
Continue Reading
It isn't easy to create or maintain a culture of accountability, one where people are responsible for their results. Most organizations have too little accountability and struggle to create an environment where it can take hold. Autocratic leaders…
Continue Reading
An exhaustive list of all the reasons your sales results aren’t what you want them to be would require a vast number of posts. The menu here is what I see right now with some ideas about what you might do to eliminate them. None of these are easy…
Continue Reading
The headline in the New York Times reads, "Shareholder Value Is No Longer Everything, Top C.E.O.s Say."
The article goes on to say, "Nearly 200 chief executives, including the leaders of Apple, Pepsi and Walmart, tried on Monday to redefine the…
Continue Reading
The CEO of the company I grew up in would often chastise employees for walking past a small scrap of paper on the floor. She knew you saw the debris and walked by it without making the little effort of throwing it away. She would confront the…
Continue Reading
Andy Grove and Gordon Moore of Intel were struggling with a severe challenge to their business. As foreign competition grew, their memory chip business was becoming unsustainable, and their margins were eroding. Grove suggested that the Board of…
Continue Reading
The definition of leadership is complex and widely contended: ask a different expert and you'll get a different answer.
Let's just say for our purposes that leadership means guiding others to get results. It is the act of determining a direction…
Continue Reading
