When I look back at the best sales leaders that I had the privilege of supporting, there are two more competencies they had that I believe are important to consider. As I’ve shared before, most salespeople don’t leave the company because of the environment or culture,...
Building a high performing sales team is one of the most important responsibilities of every sales leader. When your team is filled with great salespeople, they’re usually committed for the long run. And that translates into reduced turnover and inconsistencies with...
As a sales leader your success is measured by the success of your team. Your mission as a leader is to ensure that everyone on your team can learn and grow so they can meet and surpass their goals. The challenge now is that you work virtually with most of your...
What would you think of a service that got the little things wrong? Tom Peters made the statement years ago “that coffee stains on airline tray tables indicate poor engine maintenance.” Being a sales coach and speaker, I’ve started to notice those little things that...
Todd Cohen is a prominent thought leader on sales culture and is also my great friend and colleague. He states, “sales culture is one where everyone in the organization is in sales.” As Todd emphasizes, learning is selling, and education is selling. He believes, and I...
It’s the final round at this year’s Open Championship at Royal Birkdale in England. The last five holes turned out to be among the greatest in golf history. Dallas’ very own Jordan Spieth was 5 under for the last five holes to win his third different major tournament...
I get great joy out of teaching sales at the University of Texas, Dallas Campus. I teach Introduction to Professional Selling to twenty-seven students who are eager to get into the business world and pursue a career in sales. Their enthusiasm makes my job easy! The...
You sit down with your financial advisor to review your portfolio as you are now only seven years away from retirement. The past several years have seen the stock market plummet 5,000 points and indications are pointing to another correction in the near future. You’re...
The record book is now closed on the Summer Olympics of Rio de Janeiro. Millions upon millions of us watched hours of elite events leaving us with more incredible memories from sports like gymnastics, track, swimming and basketball, just to name a few. As you watched,...
Several years ago I worked for a company that had an incredible work culture. Everyone enjoyed working together and every time a sale came in we rang a bell that hung proudly near our vice president’s office. Now that was fun! Imagine coming to work every day looking...