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Twice over the past week, I have been involved in some interesting conversations revolving on engaging customers in talking about their business problems and Read More

Why Didn't You Buy From Me? This six and a half word sentence is probably the most difficult, but one of the most important questions a sales person can ever ask. It's a question we tend to avoid asking because it is an admission of failure -- tough for any of us. However, not asking it is a bigger Read More

Michael Webb poses the question:  Is a Sales Process the same as a Methodology?  He provides a thoughtful view (though doesn't answer the question until his Read More

By now, you probably know that I have a fairly short fuse and tend to get impatient fairly quickly--and sometimes unfairly.  However, I couldn't restrain Read More

Good business management and good sales management requires that you know how much you are pay for inputs that produce results. Your sales force is an input. Read More

The performance improvement plan is emotionally tough for everyone involved—the sales manager, the poor performing sales person, even others in the organization. It’s important, however, that everyone enters this with the same goal in mind, the objective of the performance improvement plan is a suc Read More

Visit enough social networking sites, LinkedIn questions, and sales forums, and you will see questions like this:  What's a killer question to ask a Read More

Hiring well is a critical skill for sales managers. Resumes don’t tell the whole story; you need to spend time with people to really know if they are a good fit. Read More

At times, sales managers have to put under performers on the proverbial “measured mile.” That’s when the sales person has a period of time to meet specific goals, improve performance, or face the potential of losing their job. Read More

 The phone conversation was pretty typical:  “Dave, we're starting a major training initiative with our sales organization.”  Or it may start, “Dave, Read More