Tag: accountability

The Gist:

• Leadership isn't an easy role, especially when it comes to leading a sales force.
• There are many ways a leader might unintentionally ruin their sales force.
• Reversing the factors that ruin a sales force will help make your…

The Gist:

• When you create uncertainty, you make it difficult for your client to move forward with change.
• The more complex the sale, the more certainty your contacts need to agree to move forward.
• You establish yourself as the right…

The Gist:

• Collecting more data increases the number of reports available, but reports are meaningless unless you do something with the information and insight they provide.
• Reports that are negative require action to improve the results.…

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…

Yesterday, a sales leader asked me a question that sales leaders should ask more often: “How do I get my salespeople to prospect?” In this case, the leader explained, his sales force didn’t believe they should be calling their clients and…

There are many reasons salespeople and sales organizations struggle to produce better results. There aren't any secrets that allow some sales organizations to perform better than their peers. Because what you need to know is already known, what…

A leader is one who imagines a better future and is accountable for delivering it. Vision comes first, a result of an unwillingness to accept things as they are now, and a desire to improve them. Accountability follows, ensuring you vigorously and…

In the foreword to the book, Ender's Game, Orson Scott Card writes about finding the concept for the book in a three-volume set on the United States Civil War, titled, The Army of the Potomac by Bruce Catton.

The insight Card gained from reading…

Ideas are easy. Execution is difficult. Much of the time, extremely difficult. Whether you are trying to stand up a high-performing sales organization or an operation that serves clients, execution comes with a set of challenges of its own.…

The competencies and character traits that make one an effective leader are too many and too varied to compile on a single list. While there are as many ways to be an ineffective leader, this list of ten missing ingredients is a good start to what…