First of all, I don’t enjoy gambling; and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race, I tend to look at the color of the Jockey’s silks…
Use the ideas or tools of others, certainly refine them to fit your focus. And, rather than delay implementation or spending valuable time re-inventing or tweaking the program - simply execute it! Increasing the velocity of everything you do in…
In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. In my book: Your Sales Management Guru’s…
I have seen hundreds of entrepreneurs attempting to manage their sales teams, first time sales managers thinking they knew the job and organizations under achieving their opportunities and missing their objectives. So what can a first time sales manager to…
This week I thought I would share with my reader’s one chapter from my new book: SLAMMED!!! For New Sales Managers. When employees feel that the company's president and its management team are in alignment, a natural energy will begin…
Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list of all…
As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. One of the traits leaders must have or develop is a mind that is creative. In many of my…
In some organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. The question is, as a sales manager, how should you structure your sales team’s expectations around…
The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. At this time of…
What kinds of programs or activity are you launching in the next 60 -90 days to make sure your summer is busy? I had two client conversations already this week reminding them to ensure they are focused on building their…
You can’t change the way you have lived your life, but you can change the way you live your life. No, I did not deliver a college commencement address, but the idea of what I might say if I had…
What can you do or are doing, even in a small way to improve our world? During the last few months I have been writing about Life Enrichment, which is a descriptor for the general message of my Keynote programs;…
