Picture this: Walking into a role as VP of Sales, greeted by a team that, while full of potential, struggles to hit targets. It’s a scene many of us have faced – a scenario that instinctively triggers an urgent emotional desire to flip the script. This situation was the reality in my last VP role,…

Early Warning Signs: Talent We often ignore signs that our team’s talent needs to be aligned. It’s easy to miss, but spotting these signs early can make a difference. Let’s dive into how we can get better at this. Talent Assessment: The Four Buckets  Sales talent can be categorized into four types: Sales leaders often…

Untangling a Web of Priorities I think back to yet another role of mine. I came in as the VP of Sales, brought in to turn around another underperforming team. A team, I soon discovered, who were more than capable of delivering the numbers we needed. Capable, if not for the plethora of “priorities” they’d…

As a vice president, I worked with several direct reports. Each with a unique approach to their roles. It quickly became apparent that their engagement method and grasp of numbers significantly impacted their success and the perception of their leadership skills. This experience highlighted three critical areas in managing upwards and keeping your organizations informed:…

The perfect story for this week’s newsletter came from my last job and a vast deal we worked on. This deal was big and messy, and we knew we needed an edge, something to put it over the top. Faced with a complex deal that demanded a more profound understanding, we turned to an often-overlooked…

The Island Mentality in Sales Leadership It’s easy to get caught looking inward.  I once had a leadership role where the team and I got so locked in on achieving success, on our internal strategies and goals we lost sight of a crucial aspect of business success.  We stopped being team players. Stopped collaborating with…