Category: People Office
To assure that our culture produces the most energetic, equipped and high-performance sales team we can field in our markets
Sales Role Specialization
A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too far. Amy Volas wrote, “Is…
Why Now is the Perfect Time to be a Sales Professional… Even for Millennials
In the previous article, I introduced the notion of Sales as a Profession (SaaP) and some of the steps that have been cataloged toward professionalism…
Buying Is About People, Why Isn’t Selling?
Changing Sales Jobs: Why and the Impact on Sales Comp
Until the Sun Shines Again
Building a Sales Culture of Respect and Fairness
Disband the Sales “Boys Club”
Comedian Trevor Noah: How Humor Helps Us Lead in Times Like These
Soledad O’Brien: Give People a Chance to Lead in a Crisis
Sales Departments Seek to Protect Sellers’ Incentive Pay
Adjustments to Sales Quotas due To Market Disruption
Does Being On Commission Make You Untrustworthy?
I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on…
Why we need Role Clarity
Are Sales People Coin Operated?
We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 months. As I speak to sales…
“I Don’t Have Time To Coach/Do Reviews!”
I sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably, during the discussion, one manager…
“The Right Commission Plan Will Fix Everything….”
It’s that time of year. Many senior sales execs are starting their planning for next fiscal year. Inevitably, the commission plan becomes part of the…
Sales Managers are Killing the Sales Organization!
It may be that time of year. or maybe I’m just more aware of it, but it seems that too many sales managers are focused…