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Things That Get Measured Get Done

It’s an old expression, but still valid. Each business and the individual departments within companies have leading indicators of future success. They also have lagging indicators of success. A leading indicator should, to some degree of accuracy, predict future success. A lagging indicator is a look at the past and lends no insight into what …

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Sales is not a Soft Skill…It’s a Hard Job!

Soft skills are different than hard skills. Hard skills are skills where the rules don’t change. Math and grammar are hard skills in that 2+2 will always equal 4 and “I” before “E” except after “C”, Soft skills are different in that the skill set needs to be fluid. Grammar, as I mentioned, is a hard …

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Stop Saying Should’a

Sales Leadership can be a lonely career. Responsible for company revenue goals the role of the Sales Manager is critical. Often sales leaders are promoted from within the four walls of the company. Taking the very best sales professionals and tasking them with sales leadership is far too common. Add to this most companies provide …

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The Addiction of Potential

I once heard a colleague say, “The longest time in a sales manager’s life is the time between first losing faith in someone until the time they do something about it.” In sales leadership roles there is no shortage of things that cause professional heartburn, most of them are centered around the people on their …

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Bad Words

Salespeople are prone to talking. A lot. Sometimes just for the sake of talking or because there is an extended and awkward period of silence. You know…like 2 seconds! Additionally, people can develop crutch words that find their way into conversations or presentations. Initially these words can be used to give a person time to …

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