Tag: Sales Leaders

The military strategist Clausewitz described the fog of war as friction. For Clausewitz, war was different in practice than on paper. You can have a strategy, a plan, and well-rehearsed tactics, but as soon as you come into contact with the enemy,…

Even though there are shockingly stark and dramatic differences between military operations and business, I can’t help but love much of what they share in common, not the least of which is leadership under trying conditions (albeit, what the…

There is no better way to discourage your sales force from selling than to fail to deliver on their promises.

Why Your Sales Force Quit Selling

Your sales force has to believe in what they sell. They have to believe that their promises will be…

There is no doubt that client retention is a key component of a good growth strategy. You must do everything in your power to retain your key accounts. But too many sales organizations count too heavily on retention, and by doing do so leave…

You sales force is an extension of your will. Whatever you are a sales leader, so will become your sales force. (more…)