Marshmallow or Meanie Pants?

Marshmallow or Meanie Pants?

As a sales leader, there is one overarching thought to keep
in mind: It is your responsibility to push your sales reps to greater heights
than they would achieve on their own. Otherwise, you are excess cost.

When it comes to doing this, too many times we find sales
leaders who are extreme. They either want to be their salespeople’s friend
(marshmallow) or feel like they have to be drill sergeants (meanie pants).

I recently conducted a webinar for a group of both new and experienced sales leaders on this topic. Its focus was on sales leadership accountability and as is true with most […]

Data Reveals Missing Accountability Traits in Sales Leaders

Data Reveals Missing Accountability Traits in Sales Leaders

Statistics abound about the abysmal state of quota attainment by salespeople. We’ve all seen the numbers. Of ourse, the data varies based on whose report you read, but it is safe to say that the majority of reps don’t meet their sales quotas.

However, I would submit that it isn’t all the sales reps’ fault. Many aren’t coached well and don’t understand what is expected of them to produce satisfactory results. They simply aren’t adequately trained and developed in their craft.

Qualities of a Sales Leader

Sales leaders must take some of the blame. There are three main skill areas that indicate […]

How to Recruit Like a National College Football Champion

How to Recruit Like a National College Football Champion

Clemson whips Alabama for the National Championship and the 2018 college football season is over. This is an especially sad time in my house and for me. My son just graduated from the University of South Carolina and played his last football game in a disappointing bowl loss to Virginia. With Clemson a South Carolina rival, we were pulling for Alabama and the SEC. Their defeat, along with the end of the season and my son’s football career, means an especially gloomy time for me.

Why Clemson over Alabama?

Sadness aside, all the hoopla about the showdown between
Clemson and Alabama made me […]