Company-centric organizations suffer from omphaloskepsis, the preoccupation with themselves to the exclusion of everything else. Way more time and energy are spent internally than with customers. What is your organization like?
Read More
The good, the bad, and the ugly of Sales Management is a very personal view. My list is the summary of observations over decades of working as and with Sales Managers. The list is long, so here are just two "highlights": Unresponsiveness and Low Emotional Intelligence.
Read More
True leadership isn't a matter of having a certain job or title. In fact, being chosen for a position is only the first of the five levels every effective leader achieves. To become more than ‘the boss’ people follow only because they are required to, you have to master the ability to invest in people and inspire them.
Read More
When hiring for sales positions, I rarely paid attention to formal education, the school attended or degree obtained, or any other name dropping. What I was looking for was relevant experience …and soft skills.
Read More
The executive recruiting process will take 6 months, it is going to cost you $50-70k, and you will fire the person after 12-18 months and start over. When it is time to scale through sales, do not HIRE your first VP of Sales!
Read More
Four behaviors that are essential in building trust when you are a leader: hard work, be quiet sometimes, model the behavior, and be accountable. It was a blog titled “Trust,” published some time ago, that got me thinking. How many times have I referenced trust as a foundation in leadership?
Read More