The Weekly Kickoff I schedule the weekly kickoff meeting on Mondays with the purpose of setting the tone for the week. That means giving reps a chance to: So, that becomes the agenda for this Monday meeting. Celebrate their teammates The best teams I’ve ever played on or worked in were the ones where my…

Command your business The first thing to know when you’re turning around performance, especially when it requires more than one quarter’s worth of effort and work, is how important it is for you to own the narrative of what’s going on with your team. Otherwise, you’ll risk people coming up with their own narratives (*cough*…

The Antidote to Low Morale The first thing to know about low morale teams are the signs: The second thing to know about low morale teams is that they don’t just happen – low morale is cultivated. Reps feel like they can’t be successful in their role AND they don’t think anyone cares enough to…

Do better for your diverse talent There’s the stats to show how companies with diverse sales teams: There’s also the piece about how Generation Z – those born between 1997 and 2012 – is the fastest-growing and most racially and ethnically diverse generation we’ve seen in the workforce. Soo, managers need to be adept at…

4 qualities every team should have The movie 300 is a perfect illustration of how a high functioning and strong cultured team can accomplish the unthinkable, especially when facing a giant threat with limited resources. (*Cough* economic uncertainty *cough* looming layoffs *cough* the world feels real dumpster fiery *cough*) As I think about what enabled…