How to shadow your reps

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I’m a big believer that the golden nuggets of sales success happens behind the scenes – how research is done, how reps prepare for meetings, how reps prioritize and select accounts, etc. So I really appreciated this question that came  from a VP of Learning & Teaching: “On the advice of shadowing your reps in…

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“HOW DO I RUN AN EFFECTIVE 1-ON-1?”

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But what does that mean? “Effective” means different things to different people. Here’s a situation that reader Johnny Mago, a director of sales, it means managing expectations: “I try to give ample time to my managers to discuss what is top of mind for them first, but it’s hard for me to follow up and…

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5 Myths About 1:1s

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Quick poll: raise your hand if you have received formal training on how to run an effective 1:1 with your reps… With one-on-ones being the most meaningful activity you can do as a front line leader, it’s absolutely 🤯 bonkers 🤯 how few managers receive training, direction and reinforcement on how to do these meetings…

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The power of giving your people a true north

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How to offer your low-performers a way to help themselves. In my first AE position I failed miserably for the first 10 weeks of the quarter. Now you might be doing your math and going “GB there’s only 12 weeks in a quarter. How could you be failing for 10?” I was rowing hard in…

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What you need in 2023

The ‘X’ Factor to Sales Performance  Relationships comin’ in clutch – especially this year. The start of a New Year generally starts off in really similar ways – we’ve got resolutions, packed gyms, and of course, predictions on the key themes and trends. One prediction that piqued my interest was key things that leaders are…

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