May 21, 2020
One of the questions that I ask sales teams when working with them for the first time is this: ‘tell me what you sell’. Now, there is any number of directions in which this conversation can go…
Usually…. sales reps’ responses refer to products or services. Sometimes, they go a little deeper and regale me with...
May 14, 2020
On more occasions than I can't remember, I have watched a sales team begin their day without any consensus on what to achieve and how it's going to be achieved.
Most sales managers would agree that meetings can be an enormous time suck. They cut into the productivity of the day. Sometimes, they go completely off topic...
May 7, 2020
It's May 4, 2020. Where did April go? We’re all still locked up or cocooned or working remotely from home offices.
Time flies when you’re having fun (or not having fun). But time is lost when you’re not tracking to goals. So it worries me when people have no goals or say they have no goals.
Whether daily, weekly,...