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 The other day, I was having a conversation with Jeff.  Jeff was a relatively newly minted sales manager.  He had been one of his company’s top revenue Read More

A few weeks ago, I posted Would You Fire Your Top Sales Performer.  It's generated quite a conversation on the various different sites that it's been posted.  Read More

Did our salesperson fail us, or did we fail them? The subject is important in thinking about our roles as sales managers and sales leaders. Who failed whom? Read More

One of the most important coaching roles a managers can play with the sales people they are coaching is getting them to think differently. In the press of everyday business, we get in a rut--I wrote about it a couple of days ago in "Momentum-Helping Us Or Holding Is Back?" In maximizing the perf Read More

An old colleague of mine had a great way of looking at things.  He and I would meet with thousands of sales people every year.  He woul soften comment:  The Read More

No one wants to have any more meetings than is necessary. But scheduling regular, predictable, meaningful meetings—and keeping them—helps you to produce greater results through your sales team. Read More

There was an interesting comment by Mohamed Saad at the Future Selling Institute LinkedIn Group. Mohamed raised an outstanding point about Sales processes being defined in a closed room, away from the sales people... His comment really resonated with me. Too often, I see organizations making real m Read More

We're constantly busy--each of us tends to fall into a routine. We start doing the same thing, every day, every week, every month........ Then something happens, we start failing to produce results, we adjust. Usually this means doing more of the same--only with greater intensity, perhaps faster Read More

In our Future Selling Institute Office Hours last Friday, my friend, Jonathan Farrington, made a comment in a discussion about coaching. He said, as managers, if our people fail, we have failed as managers. It's an important statement that deserves much more in the way of discussion. Read More

Most of the time when we think about qualifying sales opportunities, we focus on the customer situation.  We consider: Do they have a real need to buy, is Read More