Sales managers spend a lot of time talking about metrics. They measure … [Read more...]
Category: Leadership
Category: Leadership
Getting Personal About Metrics
Sourcing Future Sales Leaders Posted on April, 2010
A few weeks ago, I got a call from Howard Stephens, Chairman and CEO of HR … [Read more...]
The World's Greatest Salesperson - A Culture Of Pitchmen? Posted on April, 2010
There has been such a great discussion going on at my last post on this topic. … [Read more...]
What Are The Biggest Challenges Facing Sales VP's In This Economy Posted on April, 2010
I had hoped we were beyond the, "How do we cope with this economy" questions. … [Read more...]
What I've Been Missing About The Selling Process Posted on March, 2010
Regular readers know the sales process and its importance to sales performance … [Read more...]
Your Selling Process--It's Not Optional, It's A Condition Of Continued Employment Posted on March, 2010
Everyday I speak with sales executives and professionals about how to improve … [Read more...]
Who Are Sales Process Metrics For? Posted on March, 2010
Over the past several weeks, I've sat in on a number of interesting webinars on … [Read more...]
Do Great Sales People Make Great Sales Managers? Posted on February, 2010
Do great sales people make great sales managers? This is a debate that never … [Read more...]
Is Sales A Blood Sport? Posted on February, 2010
I've been having an off line discussion on competitiveness and agressiveness in … [Read more...]
Sometimes I'm Ashamed To Be A Sales Person Posted on January, 2010
If you follow this blog, you know I like talking to sales people trying to sell … [Read more...]
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