WORKWEEK

I’d like you to travel back in time with me, back to when I found myself helming a team that was, to put it lightly, floundering. The ship wasn’t just off course; it was taking on water. Fast. I had one quarter to make a 180° turn. And folks, that’s where science met elbow grease.…

Before stepping into my role as a sales leader, I cut my teeth as a strategic account executive.My mission: To elevate our annual revenue from six to seven figures using only our existing customer base. That’s right – no hunting. Our only option was to nurture the customers we had already sold to.  Initially, I…

Breaking through is the hardest thing we do in sales.  For a good chunk of my career, I was all about the shotgun approach—high volume, blast the market, and hope something sticks. Send 100 emails, make 100 calls, volume, volume, volume.  Don’t get me wrong. It worked. I made my numbers. But it was a…

As always, I hope you all can learn from my mistakes.  I was a bull in a china shop early in my sales career. Passionate, intense, and fueled by an insatiable desire to succeed. I believed that sales was a numbers game, so I played it like one—pounding the phones, sending out cold emails, doing…

Early in my career, I was drowning in metrics. I had spreadsheets galore and dashboards that could make a NASA engineer blush. But here’s the kicker: all that data didn’t make me a better leader or my team more successful. What it did was create noise—too much of it.  In my first VP role, I…

Last week, we dissected the art of coaching, laying the groundwork for turning raw talent into sales success. This week, let’s dive into the next chapter: motivation. What fuels the engine once it’s built? How do you keep your sales team firing on all cylinders and identify where to put your energy?  I want to…