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
There is a complicated client issue. You're not sure what you should do. Doing nothing exposes you to the risk of losing the client. Taking some action may also put the client at risk. Being stuck between a rock and a hard place, you do nothing.
Trey was the manager of the kitchen in the small, boutique hotel where I worked when I was 17. I had been washing dishes there for some time, he needed someone to cook, and I was moved into that role.
It wasn’t very difficult to learn to cook…Continue Reading
Salespeople are not lazy. They’re poorly led.
Sales isn’t very much like a lot of other roles. It comes with much more independence than other jobs, like a role in operations where your work simply shows up. The work of selling doesn’t come…Continue Reading
A sales leader was unhappy with his sales team’s performance. He was upset because they missed their number for the third quarter in a row, and he was under a great deal of pressure from the board of directors.
He said, “I hate this sales team.…Continue Reading