The poorest performing salespeople are invariably put on on an individual performance plan, or a personal improvement plan. Sometimes this is because the person they work for cares enough about them to help them succeed. Other times, theContinue Reading
“Sales managers are one of the least equipped roles in business.”That is what Dave Brock says when he looks over the sales landscape. That’s one of the main reasons he wrote “The Sales Manager’s Survival Guide,” available now on Amazon… Continue Reading
When you take your team off the field make sure it is achieve the right outcomes.
Too often sales organizations take their sales teams off the field to accomplish things that are better accomplished some other way. They take them off the field to…Continue Reading
It is only normal to want to learn what is effective, practice it, and gain competence. Sales has rule sets, all of which have been explored, developed, and codified over many years. We all fall into the trap of believing that Method A is the most…Continue Reading