Performance Improvement Plan

Are You a Leader or a Manager?

When it comes to working with people, are you a leader or a manager? First of all not everyone who is a manager is a leader and not all leaders are managers; however, your team will know if you’re a leader or a manager. The most important question is do you know who you are? Take the quiz to find out.

Although there are pros and cons with both, I will save my insight until the end. Hiring a “leader” or a “manager” must fit within your company culture and vision.

Consider the following traits: tells, meets expectations, sets the direction, has objectivestakes risks, instructs employees. Leader or Manager?

Let’s check out this infographic that clearly outlines the traits and separates the two: (more…)

An Open Letter to CEO’s and Sales Leaders

Theo Epstein did it again. In 2004, he ended the “Curse of the Bambino” and now with the Cubs winning the World Series, he just ended the longest drought in professional sports (in fact 108 years). Just how did he do it? Listen to what Cubs owner Tom Ricketts said about Theo: “He made sure I knew right away it wasn’t about one person. It was about the organization. We talked about how you treat people and the right people will create success. It takes time. It won’t come overnight. He’s honest with everybody everywhere he goes.” It’s all about the organization and people. Can you imagine the Red Sox or Cubs parting ways with Theo after 1 year or even 3 years of hiring him? So, here is some sales leader advice that will help any organization become successful: (more…)

will or skill

For Sales Performance, Does it Really Boil Down to Will or Skill?

I was compelled to write this after seeing “These Require Zero Talent” picture being shared numerous times on Facebook and LinkedIn. Once you overlook the guy on a computer at the gym, there is a good message here. But if these traits require zero talent, what drives these traits?

When talking about sales performance, you’ve probably heard the saying “Will or Skill.” I’ve heard it time and time again, and at one point in my career, I adopted this principle. Although there is some truth to this, I believe it comes down to something more. Let me explain.

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How to Build a Successful Sales Team

Having a successful sales team can make all the difference. It is a dream to have a sales team that is passionate and performing at work. As sales leaders, we want to see initiative from our team members to accomplish goals with little guidance.

When goals and objectives are not being met, sales managers often resort to micromanagement. Unfortunately, most micromanagement tactics usually focus on the activity rather than the results. The answer is to coach and develop. With that said, can we really get that “dream team?” Yes!

Here are 3 ways on how to build a successful sales team:

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Focus on Building an “A” Team

Throughout my career, I have had the honor of leading and building some great sales teams. We were able to accomplish and to exceed our goals while—yes—having fun doing it. Sales organizations tend to focus on the utopian scenario to have all A players. Unfortunately, that’s not going to happen. Upper management ask questions on how to make “B” players “A” players and place “C” players on performance improvement plans to get the desired results.

Want some advice? Focus on building an A team.

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