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Let me make a confession up front. I copped out on the title of this post, if I had really been honest and courageous, I would have titled this, Am I Being Too Glib In Talking About Sales Performance Management? If you are a regular follower of this blog, you know I talk about this very frequently, Read More

When I started my sales career, I sold computers to large banks on Wall Street. It seemed obvious at the time--and since--that the way to really understand what was going on in the industry and with my customers was to hang out where they did. Read More

I've been away for a week working with a great sales management team.  We were doing a deep dive into the issues they faced in maximizing the performance of Read More

I've spent much of my time over the past few weeks participating in a number of sales kick-off meetings. January is always a great month (at least for those on an calendar fiscal year). It's when we get to start all over. Whatever happened last year is behind us. We start anew, we have new quotas, Read More

Too often, we tend to think of our value propositions as static.  Effective value propositions will change as we execute our sales process. Early on, as we Read More

As managers and leaders, if you don't care about your customers, if you don't care about your people, if you don't demonstrate some leadership, why should you expect anything better from your people. Each of us, as leaders, set an example for our people. Let's make sure we set the right example! Read More

Most of the organizations I work with are very high performance organizations.  They have great products, great sales people, and provide solutions that can Read More

Too often, it seems that sales people's questioning strategies are not really oriented about discovering the customer's needs, priorities, and requirements. Instead, they seem oriented to getting the customer to say a specific thing or respond in a specific manner. Once the sales person hears the d Read More

I hear from sales people all over, My manager won't let go!  She's micro managing me!  As I listened to these complaints, as I started to watch and see Read More

A little over a week ago, I wrote Sales Management, It’s About Inspecting The Process, Not Transactions.  In talking to many people who contacted me about Read More