8 Ways to Avoid Wasting Your Time at Sales Conferences

Conferences can be confusing and awkward – are they part Business Meeting, or part Oktoberfest? The Problem: Sales Conferences highlight the conflict Sales Managers sense about their role and knock-on…

Five perspectives for sales managers that’ll help make the Review a season of goodwill to all. The “season of giving and receiving” is upon us. Yep, it’s time for Annual…

Here is the link to “What Do You Stand For” on Copyblogger! Earlier this year they had an Essay contest and I was one of 5 winners.

Your perspective? If nothing changes, nothing changes The universal sales management question is, “How can I get some better results than last year?” Clever sales managers don’t see the answer…

An engaging and challenging conversation, built on mutual respect, is far more effective in connecting with your reps and customers.   My Gastroenterologist appointment was set for 7:15am. Despite the…

Until you make the unconscious conscious it will direct your life and you will call it fate. – Carl Jung What is Mindfulness? Mindfulness (or what used to be called…

What if… what happens in the meeting STAYS in the meeting?   Here are 2 fantastic ways to get a huge ROI from your recent mid-year sales meeting. And they…

There’s no such thing as a stupid question… Oh yes there is! Conventional wisdom says that a great sales manager has a coaching toolbox that is full of great questions.…

Four Ways to Get Them Feeling Comfortable with Being Uncomfortable There’s one thing that’s guaranteed to happen every time you spend time coaching and managing your representatives…. overtly or subtly,…

Gallup recently published another instalment of their ongoing  report titled The 2013 State of the American Workplace, (http://www.gallup.com/strategicconsulting/163007/state-american-workplace.aspx) which describes trends in a metric they call ‘employee engagement.’ ‘Employee engagement’…