A CEO called to hire me to speak to his sales organization. I was a particularly good fit, and we both agreed that my keynote was just the right message at just the right time.
As we talked about the event and the outcomes, the CEO asked me how I…Continue Reading
Because the salesperson hasn’t been trained, developed, coached, and led, the sales manager who is responsible for their success takes a step to the left, ensuring the outcomes they need by becoming the super-closer, thereby vacating the role of…Continue Reading
If you measure your results by activity alone, these salespeople are doing well—especially compared to their peers who are doing far less in a day.
Sales managers in the past measured activity as if it were the only variable, mostly because it…Continue Reading