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While visiting The Ford Story in preparation for an upcoming project I came across their Rules for Ford Social Media Engagement. (Found at the bottom of their Read More

Many sales people see labour Day as just the last long weekend of the summer. The ones who consistently deliver see it as an opportunity to celebrate the labour they put into winning. Read More

A comment on one of my recent posts about forecasting really got me thinking. Here’s the comment, “Managers, grow a backbone. Hold your people accountable and stop accepting excuses.” My knee-jerk reaction was violent agreement. Read More

When there is too little activity or periods of silence, don’t attach meaning that discourages you or that prevents you from pursuing your opportunity. Read More

Here’s my contention: Finding yourself frequently acknowledging, “I don’t know,” is a signal that you have become a superior sales rep.

Huh?

Before you conclude I’ve finally lost it completely, listen and see if you agree... Read More

There is a difference between goals and disciplines. As obvious as that statement may sound, many people—salespeople included—mistake these two ideas. Read More

About fifteen years ago, I ran across a paper written by Arie De Geuss, then chief of corporate planning for Royal Dutch Shell. In it, he made one of those pithy observations that really capture the essence of sustained excellent performance. Insightful as he was at the time, it’s just not enough a Read More

Part of what separates great sales people from the pack is their ability to be regimented in their actions across the cycle, not just in those activities they like. While this may present itself differently based on the person and what they sell, at the core are always discipline and accountabilit Read More

The best of the sales managers and executives I’ve had the pleasure to work with tend to demand very few things. They expect a lot in terms of results, but are generally reluctant to lay out a long list of specific requirements. The single most common demand of the top-notch sales leader? A monthl Read More

Great salespeople exhibit great sales behaviors. This is true no mater where you go in the world, including the remote Tibetan mountain passes. What can you learn from the saleswomen of the Tibetan mountain passes? Read More