How to shadow your reps
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…
Read More“HOW DO I RUN AN EFFECTIVE 1-ON-1?”
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…
Read MoreYou don’t need to treat people like dogs to get the best out of them.
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.…
Read More5 Myths About 1:1s
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…
Read MoreThe power of giving your people a true north
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…
Read MoreWhat 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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