How focused are you on the 80% guys? Over the many years of working with Sales Teams, I’ve noticed the following ratio at almost every company… – Roughly 10% of the team are top performers and are amazing regardless of the quality of leadership they receive because they rarely need it. They are going to […]

You should reflect on the terms “participative management styles” or “socially responsible leadership.” The leaders and organizations that match these explanations are the ones who match the mold of servant leadership. DEFINING SERVANT LEADERS: According to the Center for Servant Leadership, #servantleadership involves a set of practices and a philosophy that deepens the lives of […]

The Power is in You     Persistence and determination are attributes that successful people have shared throughout human history. Tenacity is the hallmark of a champion. Determined individuals continue to pursue a goal or an outcome even when difficult. Everything doesn’t just fall in your lap in life. To realize your goals and to […]

Are you trying to save your poor performers? It’s so easy to fall into the trap of rescuer when you are a Sales Leader. You are judged by your team’s performance and when things are not going well its natural to want to save the situation. Be warned…every time you do that, you are making […]

How to stop capsizing and get yourself together to start winning again Hello Everyone,

As the old saying goes…all work and no play makes Jack a dull boy SO make it FUN to be in your sales team. This is No 7 of my 7 Principles that underpin a successful high performing sales team. Adding fun into a work environment has a positive impact in so many ways… – […]

The 7 Principles that underpin a successful high performing sales team! In my experience there are 7 principles that underpin a successful high performing sales team. They are often missing when I start to work with an underperforming sales team and my mission is ensure they are firmly in place by the end of my […]

Are you a person that with anticipation can’t wait when the calendar flips to a New Year? Are you excited to wipe your whiteboard/blackboard clean and start with new goals? It is a fresh new start. A clean board. You stand back and look at it with hope. You daydream about all the things you […]

Hard to deal with or manage defines “difficult” in the Merriam Webster Dictionary. If you are a Consultant in the service industry you will know from experience that managing Clients’ behavior and expectations is an art and ideally you want to set expectations from the beginning of the Client relationship so that you can develop […]

One Question to Improve Your Career: In a 2006 Harvard Business Review article about the psychology of salespeople, the author compared the mind of the sales professional to that of the professional gambler. There are some key similarities between the two. Both operate in a binary environment of winning (closing the sale/winning the jackpot) and […]