Category: Leadership

This is the first in a series of posts for sales leaders.

There are a few common reasons sales organizations struggle to produce the revenue necessary to reach their goals. Still, one of the most common causes is a lack of new opportunities.…

The word "demand" or "demanding" can induce an adverse reaction, and not without good reason. The way we are using the word "demanding" here does not point to the autocrat or despotic leader, who doesn't care about their people. The term "demand"…

You may have heard some sales leaders call the “pipeline” something like “pipe-lies.” You may also be familiar with forecasted closing dates as “Hopeium.” Under the very best of circumstances, forecasting can still be incredibly…

In The Only Sales Guide You’ll Ever Need, I started with a list of character traits I called Mindset because I believe that who you are is more important than what you do, including the skills that make up the rest of the book. I am writing a book…

No one wants to work for a micromanager, just as no one wants to be one. Like most things, when people believe that one thing is bad, they presume the opposite must be good. If micromanaging is bad, then leaving people alone must be good, or so…

Every leader is leading a transformation, even if you haven't thought of it in these terms. You are a steward of the future, making you responsible for that future and the people in your charge. The idea that you are leading a transformation…

There are two kinds of work a leader needs to do each day. How much time one spends on each type of work provides some indication as to how successful they are likely to be over time. The first type of work includes everything that shows up on the…

As a leader, you will never have enough time, unless you make it. There are too many things vying for your attention, some important to your critical outcomes and initiatives, a good many being nothing more than distractions. Leaders who don’t…

One of the critical tasks of a leader is communication. Were one to err in their communication, they would be better served by trying to communicate more frequently, with many leaders under-communicating because they believe everyone knows what is…

It is a difficult time to be a leader. As the Coronavirus pandemic has unfolded, all of us have witnessed our national, state, and business leaders respond. Let's set aside any political leanings for the time being, as it is not useful to the…