Q – My sales team recognizes the importance of focusing on high-potential accounts, yet they struggle to implement this strategy. How can I encourage them to follow through on what they know is best? A – This is a common challenge that has been encountered...
Reassessing Organizational Policies for Modern Success In the valuable insights I’ve gained over my 30+ years of experience working with over 500 organizations as a B2B sales expert and Christian business thought leader, one key lesson stands out: to thrive in today’s...
I’m afraid for the future of our country because it appears we are afraid to think. It’s not just Covid-19 and the reaction to it. And it is not just the recent riots and looting. It’s much deeper than that. I’m afraid because I believe that the discipline of...
Have recent events left you unemployed? I can empathize. I have been there. In my life, I’ve had three major periods of unemployment. I understand the uncertainty, anxiety, and self-doubt that comes with that. You just don’t feel like life is as worthwhile unless...
Sales Leaders need to communicate expectations of their sales persons directly to them. It should not be a secret. It should also not be a matter of negotiation. If you have not given clear and specific expectations, the sales people will default to what feels...
Sales Leader’s Q & A: Fair Compensation?...
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