To help people understand that you don’t “do sales”, but rather, you advance the development of your clients’ businesses. The value that you bring is that you accelerate your clients’ ability to compete in the market, advance their professional careers and contribute to the overall vibrancy of a free market economy. You do this relentlessly, […]

Are we really taking a look at how sales managers are motivated?

Why It is Important to have a Dedicated Sales Ops Effectiveness Department When Xerox first established a sales operations department in the 1970’s to take on activities such as sales planning, compensation, forecasting, and territory design, thus making sure the sales department could focus solely on selling, the group leader J. Patrick Kelly described his […]

I never had a goal to get into management role. It was a good combination of time, personal development and opportunity that all came together earlier this summer and I took over the Area Sales Manager Role. I strongly believed and still do that I can inspire other people to do better things and become […]

As a leader, understanding what emotional needs drive you and your team professionally can make all the difference in your interactions with others and the effectiveness of your leadership. When an experience or action meets at least three of our human emotional needs, we find ourselves feeling compelled to follow through with that action. A […]

How does culture impact your performance? So your company came up short of its annual goals or your profits aren’t quite where they should be. Rather than crunching the numbers or blaming the almighty dollar, maybe it’s time to take a look at your organization’s culture and values. It’s no secret that a company’s culture […]

What are your next steps as a Sales Leader? How To React To Negative Glassdoor Reviews: You’ve probably heard this story before: A disgruntled employee is let go from a company, and as a parting gift, he or she leaves a cringe-worthy review of the company on Glassdoor or another similar site. Glassdoor and other […]

One of my first career mentors taught me one of the most important lessons in management, and I’ve applied it to companies I’ve consulted with ever since. This lesson didn’t come in the form of a fancy quote or well crafted words of wisdom. It was a behavior. It was action. And it can only […]

Some might be a little counterintuitive, some common sense, some you just may not have thought of.. Here are 5 do’s and don’t for the holiday season that I have either noticed work well for others, or have worked well for me in the past. Some of them might be a little counterintuitive, some may […]

Every sales manager wants to know how to speed up their team’s efficiency. It makes sense. So where do you start? Cut out tasks that can be allocated elsewhere, of course. On average, sales reps only spend about 22 percent of their time actually selling, according to a study by Pace Productivity published in 2013. […]