This morning I get a call, it's the CEO and VP of Sales on a conference phone. … [Read more...]
Category: Leadership
Category: Leadership
More Crazy Thinking About Compensation
We'll Fix Performance Problems In The Commission Plan! Posted on May, 2016
I'm amazed by the number of calls I for advice on compensation and commission … [Read more...]
Fallacies In Our Thinking About A, B, And C Players Posted on May, 2016
Management and sales management literature is filled with endless discussions … [Read more...]
Losing Your Highest Performing Salesperson! Posted on May, 2016
No one wants to lose their highest performing sales people. Ideally, we do … [Read more...]
What's Your Ask/Tell Ratio? Posted on May, 2016
Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]
Wishful Thinking Posted on May, 2016
Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Rethinking The Sales Organization Posted on April, 2016
In the "old days" the structure of the sales organization was pretty simple. … [Read more...]
We Don't Need No Stinkin Sales People! Posted on April, 2016
I'm amazed by the number of CEO's I speak with that don't want to have sales … [Read more...]
Sales Manager---Business Manager Or Coach? Posted on April, 2016
The responsibilities of a sales manager are very broad. Frontline managers have … [Read more...]
1:1's, Leveraging An Important Management Coaching Tool Posted on March, 2016
The team at WideAngle and their CEO, Jon Birdsong hosted several of us in a … [Read more...]
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