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The primary reason management exists is to manage performance within their organizations. We put in place strategies, programs, processes, tools, metrics, incentives to optimize performance. We make sure we hire the right people and train them to maximize performance. A key element of managing p Read More

I love lazy sales people! Actually, let me clarify, I love lazy sales people who consistently achieve their goals and objectives. Every organization has one or two of them, we know how to recognize them. They're the folks that never seem to be in a hurry, they seem to have time on their hands. Read More

Do you want to see a great way to engage clients and prospects so that they do something you want them to do? Have a call to action. Read More

Your bottom line is bottoming out. Your customers are looking elsewhere. Your well of new ideas has run dry. What can you do? Read More

We tend to think of sales coaching as being a tool used only for individual development. When we assemble the sales team, it is usually to have a meeting so that we can transfer information in one direction (from us to them), conduct training (us to them, again), or to collect reports (them to us). Read More

Every day brings opportunities to make the observations and to discover the changes that can improve your future performance—if you take the time and make the effort. Read More

I was interested in reading the Harvard Business Review post, The Dirty Secret Of Effective Sales Coaching. It's an interesting article with many good point and you should read it. Read More

Sales can evoke so many passions, and can be executed in a passionate way. So why not look at what there is to love about your chosen profession. Read More

There is only one sustainable advantage that creates a long-lasting edge. That edge is your non-stop, never-ending, continual and continuous personal development. Read More