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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