Resources for Leaders and Sales Professionals Ready to Put in the Work
Achieving Greatness
"Some are born great, some achieve greatness, and some have greatness thrust upon 'em." - From Twelfth Night by William Shakespeare While someone may be born into great opportunity or great riches, no one enters the world a great sales professional. Except maybe my children--they were asking the doctors purposeful...
What to Do about a Bad Hire
All leaders make bad hiring decisions. If you make a bad hire, one that endangers the success of your team, you still have options. While you shouldn't throw new hires to the wolves and see if they can survive, you do want to 1) give new hires the tools necessary...
Focus on Strengths
As important as it is to know the weaknesses of your team members, it is much more important to know and utilize their strengths. Any successful coach doesn't position his players where each will do the least amount of harm; he places them where they'll each do their best. Great...
Tough Decision Making
Do you have someone on your team or in your company who doesn't fit with the job he or she is assigned to do? A poor or mediocre performer who has skills sets and potential, just not relevant to the current position? Whatever the reasons for the hire, if you're...
The Honor of the Sales Profession
Thanks to shifty salespeople who made a living manipulating prospective customers into buying items they didn't need or that weren't a good fit, the sales profession has something of a bad reputation. This is unfortunate because it's not accurate. Like any profession, sales has its sinners and saints, with most...
A Sales Team’s Belief System
If a sales leader doesn't have his team's belief system on his radar, he's not doing his job. If a leader doesn't inspire her team to believe in success, then she's destined to lead a losing team. Your team's belief system matters. A successful team is guided by the belief...
Set Your Priorities
A friend jokes that the definition of adulthood is the age at which one learns to set priorities. Makes sense, but then, there are a lot of adults out there who haven't yet reached adulthood! I would say that being able to set priorities is a skill that separates the...
Positive Attitude Is a Skill
"Positive thinking is fine in theory. But whenever I try it on a systematic basis...I end up really depressed." - Ted Boynton, in the movie Barcelona Ted is American sales rep working in Barcelona, Spain. He thinks a lot about what it takes to be a great sales professional, but...
Be Careful with Social Media
Writing at Forbes, Mark Evans has advice for startups that would also serve sales professionals: In many ways, social media becomes dangerous because it can be distracting and time-consuming. There is so much belief that social media can generate major benefits that it’s all many startups embrace in terms of...
The Sales Leaders Playbook
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