Sales and Sales Management

Driving Growth in 2019: A Roadmap for the Year Ahead
February 19, 2019 Sales and Sales Management
  Top executives are bullish on 2019, but don’t know why An excerpt from AXIOS. Top executives say American companies will continue to grow in 2019, but expect the things that drive growth will slow, a new UBS survey of top corporate officers at 500 companies shows. What it ...
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Let’s Agree to Fail Faster
February 12, 2019 Sales and Sales Management
“Success and failure are both greatly overrated, but failure gives you a whole lot more to talk about.” —Hildegard Knef Most people agree there’s no simple, one-dimensional way to define “success” in business or life. Achieving success is even more mysterious to some than others. Is it a unique ...
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A business storm’s a’brewin. Is your business weatherproof?
February 5, 2019 Sales and Sales Management
Business has been good for many for a while now, and I love it. We’ve been enjoying good times. YAY! Even though we may be on the verge of a harsher business environment if the level of uncertainty continues to amp up, we are still optimistic since the seas appear manageable for ...
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Hope Is Not A Productive Strategy
October 23, 2018 Sales and Sales Management
Here’s some food for thought from Dave Kurlan about the real challenges with pipeline management—for the sales professionals and the sales leaders who read our blog. As I always say, “When it comes to sales, hope is not a productive strategy.” Let me know your thoughts on this as ...
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The Data Is In. Great Salespeople Have These Competencies
August 28, 2018 Sales and Sales Management
This recent article by Dave Kurlan, from Objective Management, supports our experience in working with and hiring GREAT sales people. For over 22 years, Mary Anne and I have used the Objective Management Sales and Sales Manager Evaluation tool because it is one of the toughest, most reliable and ...
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Gutsy and Great Sales Management
August 7, 2018 Sales and Sales Management
I’ve been thinking about what it takes to be a truly great sales manager and about the handful I’ve known over the years. The problem is – it’s just a handful. So how does that happen? Maybe a sales manager was once a phenom of a sales rep. Maybe ...
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