It’s easy to fall into the trap of leading and managing by the numbers. The objective numbers are real, concrete, unassailable. If goal was $1,000,000 and only $825,000 was achieved, there is a measurable gap of $175,000. Similarly, if the goal is…

Why aren’t sales results improving?

Is it because we don’t really know how to improve sales results? Is it because buying behaviors have changed and sales organizations and their salespeople have not responded? Is it because we don’t know how…

There is a reason that the fundamentals are fundamental. The important things that build the core results weren’t determined by a guess or a whim. They were observed over long periods of time as being those things that were necessary to…

Earlier this week a client asked me what I would do to produce better sales results right now. He wanted to easy answer. He wanted me to tell him how to go fast. If you’ve shared your Sunday morning with me for any time, you know that I believe…

I once wrote Always Be Advancing. I borrowed the term from Neil Rackham’s 1988 hit, SPIN Selling. The idea is exactly right the way Rackham laid it out in the book. Now I am afraid it is exactly wrong, but only because salespeople are softer than…

Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you.

1. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture.…

 These three sins are deadly. They completely destroy your ability to succeed in sales.

The Sin That Is a Lack of Self Discipline

There is nothing that will damage your results more than a lack of self-discipline. You can read this as “ Continue Reading

Is there a difference between your current performance and the performance you want? Can you recognize a gap? Producing better results means filling those gaps.

If I had to guess, I’d guess that the gap between your present sales results and the…

There is a lot of talk about what’s changed in sales. And lots of things have changed. But some things haven’t changed.

Know, Like, and Trust People still buy from people that they know, like, and trust. We don’t like to talk about the…

Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition should provide the motivation for your activity. If your sales manager has to look at your activity then you are doing…