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My last post, Effective Sales Coaching–Closing The Loop, has generated some interesting feedback. One of the thoughts that came up is our propensity to plan, talk about new ideas, but our failure to move forward.

I encounter this all the time. Well intended people invest lots of time and ener Read More

The first line sales manager is unquestionably one of the most difficult jobs in business—even if you have experience. Read More

Transitioning from the role of individual contributor to a freshly minted New Manager is fraught with opportunities to make mistakes. This week, we will be talking a lot about this transition at Future Selling Institute. In this article, I just want to focus on three things, I've seen happen to n Read More

Great coaching is one of the highest impact activities a sales manager can undertake. A key element of the sales manager’s job is developing each person on their team to perform at the highest levels. Read More

As sales professionals, we're used to measuring and being measured. We're focused on our quota's and goal attainment. As sales leaders, metrics are important in analyzing the performance of our teams, people, and organization. We use metrics to assess performance, and coach improvement. This is ver Read More

I’m a tremendous fan of many of the Sales 2.0 tools. I think any high performing sales person must exploit these tools to the fullest. They enable people to magnify their effectiveness greatly, as well as improving their efficiency. Read More

As a sales manager, the only real assets you can deploy to produce results are your salespeople. Often times we mistakenly focus on resources instead of assets. Read More

In sales, particularly B2B sales, I think we are at an inflection point. In the past 100 years, I believe there have only been two other inflection points in sales. But this one is different than the other two. For those that recognize it and embrace it, the opportunity can be extraordinary. Fo Read More

I think we need to have a much broader look at metrics--we need to put metrics in place, at all levels of the organization, that help us track and manage our own performance. They have to be meaningful indicators to help us see whether we are on track or not. They have to be timely, enabling us t Read More

What’s the difference between good sales people or sales managers and truly great ones? I guess we can come up with lots of lists, but I think they reduce to one thing. The truly great sales people and sales manager always focus on getting better, the good ones are content with being good. It’s Read More