Let’s face it, turning a B or C player into an A player is a lot less expensive than turning them over. While sometimes its necessary to release an under-performing sales rep, its often not the best solution for your business. Performance management is difficult, and so is often either Read more…
The best advice you can get on how your company should approach the industry is to ask your customers! More importantly, ask your potential customers. But you need to be willing to listen, even if its not what you think is right. A few years ago my partner and I Read more…
Why do they call it leading? Why do you lead a horse with lead-reins? Well, have you ever tried pushing a horse from behind? I certainly hope not. Some things should be obvious in sales leadership, but far too often are ignored. Let’s talk about push vs pull leadership. I Read more…
A few years back I worked with a $100 million company in the commercial construction industry that was falling short each year on hitting its revenue growth goals. They had an alignment issue. Sales wasn’t aligned to marketing, and neither of those were really aligned to operations and customer service. Read more…
It’s Q4, and time to set budgets and sales goals for 2019. One recent trend I’ve seen in many organizations is the grave mistake of using stretch goals as the target. This is a mistake on several levels. Many sales leaders believe that the best way to motivate performance from Read more…
It’s November, and right now most companies have a pretty good idea of where they will end 2018 against their annual goals. Most are finalizing budgets, revenue and margin targets, performance management plans and capital purchasing plans for 2019. Sounds great in theory, but what I see most often is Read more…