As sales leaders climb the corporate ladder, there’s a common tendency to drift away from the ground-level nuances of how their buyers think, feel and behave. There are easy ways to get plugged back in.
Diligent Sales Leaders Know Their Buyers Read More »
The sales org infrastructure that you leaned on to achieve your current level of revenue was probably fine. However, if you are going to add more strategy, more activity, and less margin for error to achieve a higher level – then it’s important to retrofit that infrastructure to increase its load-bearing capabilities.
Want to Grow Revenue? Then Upgrade Your Sales Organization’s Infrastructure Read More »
It’s coming of age faster than we could imagine. With it come these lofty expectations that AI will transform work and life as we know it. Sounds like a delicious blend of frightening and irresistible.
Love Shiny Objects: AI Possibilities Are Like Catnip Read More »
As we turn the page on a new year, it’s a time when people expect a bit of a reset. So why not lean into this expectation and as a sales leader, resolve to do a few things differently in 2024? Here are three of my favorite leadership accelerators.
Three Ways to Level Up Your Sales Leadership in 2024 Read More »
As a sales leader, you have high expectations for your team. You need each member to stay productive, focused, and motivated to hit their targets. Yet, productivity can be a challenging metric to measure, especially when so many distracting factors are vying for your team’s attention.
The Little Things That Crush Sales Productivity Read More »
You can set your iWatch to it. Sometime in early October (for those who plan), first week in December (for the reactives), kick-off planning commences. Someone’s fourth job will be to ensure that the festivities—the location, speakers, breakouts and team-building activities are ready to go.
It’s All Hands On Deck for Sales Kickoff Planning Read More »
Your people structure, your process, and your methods were built to support a particular level of revenue production. When start doing things differently, without careful planning, the weight of those changes causes cracks in your organizational system.
Some Leaders Can’t Quit ‘Easy’ Read More »
Clarity is the true gift. Sales leaders have a strategic view of the business. This top-down view is critical—it is easy to take it for granted.
With All Due Respect to Feedback, Leaders Can Give Teams a Better Gift Read More »
Why do we keep throwing resources at a talent problem only to rehash the same issues 6, 9 or 12 months later? The question is – where do we go from here? Let’s explore that.
Honesty Or Heresy? Admitting You Have Talent Fatigue—Part 3 Read More »
For many business leaders, talk about talent has hit critical mass and so many are covertly tuning it out. We’ll look at a few factors that are contributing to talent fatigue.
Honesty Or Heresy? Admitting You Have Talent Fatigue—Part 2 Read More »
I’ll send you a free chapter of The Diligence Fix and ongoing resources from my content team that you can use to implement ‘The Fix’ within your organization.
