Hope Is Not A Productive Strategy
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...
The Data Is In. Great Salespeople Have These Competencies
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...
Gutsy and Great 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 someone is trying to...
The State of Sales Report
Has your sales team prepared to shift to meet the changing needs of your customers? Have you reprioritized or adapted the team’s sales objectives for the next 12-18 months to take into account changing dynamics in your market? What issues are impacting sales...
Sales Motivation
Our friends at Objective Management Group, which I always call Kurlan, have new data about what motivates salespeople. I find the data interesting and useful in terms of understanding that salespeople are actually human and individually motivated by different things....Join our mailing list
What is the Enneagram?
The Enneagram is the most effective tool we’ve found for catalyzing personal and professional success. Transform has been using this powerful, transformational tool for more than 20 years to redefine organizational cultures and to create highly functional and effective leaders, work teams and employees.
wake up and sell
Are you tired of feeling stuck in your sales career? Wake Up and Sell by Theresa Gale and Mary Anne Wampler, will help you overcome your motivational and behavioral blind spots to get you unstuck and on the road to sales success.
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