- One of the key responsibilities of a leader is creating a culture of accountability.
- Accountability doesn’t mean that you need to be a micro-manager or a tyrant.
- To create and sustain a culture of accountability, you need to…
Even well-intentioned leaders often make the same mistake when hiring a sales manager. They look for a person with a proven track record in sales, someone who knows how to create the exact results they need from the team they will lead. The logic…Continue Reading
Groups of world-class performers share a common set of beliefs and behaviors, whether they’re orchestras, sports teams, or military organizations. It pays to observe and imitate their practices, as following high-achieving models can improve…Continue Reading
We can break the care and feeding of a sales force into a few large categories, each of which includes several elements that move the needle when it comes to economic and professional growth.
Any exceptional…Continue Reading
During a conversation with some well-recognized leaders in the sales-improvement space, the topic turned to ways that sales managers spend their time. Generally, most spend it poorly, responding to internal demands and other distractions that…Continue Reading