WORKWEEK

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…

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…

But you don’t need to be their best friend either. My grandmother has taught me about my roots – but my grandfather is the one who taught me about leadership in sales. He taught me the importance of taking the success of my people personally and how to navigate company decisions I don’t agree with.…

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…

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…