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Sales Performance: How do I Improve it?
You need to, and want to, improve Sales Performance but don’t know where to start. I recommend you start with an in-depth look at your sales team’s selling capabilities and finding ways to address...
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Sales Assessments: Can they help you find Superior Sales DNA?
Sales DNA (3 of 5) Mismatched Sales DNA – Our Story At age 32, I joined the turnaround management team of a small, struggling, medical device company. Our initial launch was frustrating—we hired too...
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3 Sales Leadership Shifts to Outpace the Industry: Positioning
At the recent ROI Leader Forum, I talked about vital shifts in sales processes and sales people that CEOs, presidents and business leaders must ensure their sales teams have the speed, agility and...
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3 Sales Leadership Shifts to Outpace the Market: People
At the recent ROI Leader Forum, I talked about vital shifts that CEOs, presidents and business leaders must make to ensure their sales teams have the speed, agility and resilience to outpace the...
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3 Sales Shifts to Outpace Your Competition: Sales Processes
What a great audience Friday morning at ROI Leadership Forum where we talked about Speed, Agility & Resilience: 3 Sales Leadership Shifts to Outpace, Outrun and Outmaneuver the Competition! The...
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Find and Leverage Sales and Leadership Talent
When the business landscape changes, many sales leaders try and carry on as business as usual. However, this is the wrong move; it leaves you vulnerable. Instead, this is the time to reassess your...
View ArticleBuild Sales Team on Strengths
The numbers are surprising. Only 12% of workers are drawing on their strengths, according to strengths expert and leadership guru Marcus Buckingham. Put another way, 88% of your sales force’s sales...
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Sales Assessments should Measure Sales Attitude and Emotional IQ
As your hiring sales process gets wheedled down to five or ten candidates, a laser focus should be placed on organizational fit, cultural alignment, selling skills and attitude, or Emotional...
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Emotional or Rational Intelligence for Sales Leadership?
While I’m in Tanzania working with www.CheetahDevelopment.org, I’m asking trusted colleagues, clients and friends to share insights of building strong sales performance. Hope you enjoy! Only now is the...
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Model Sales Talent DNA: Can You Buy or Build It?
In my new eBook, Measuring Sales DNA, I focus on the natural sales talents, those sales talents who have the traits of a high performance sales person in their DNA. Many highly successful people claim...
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Leadership Shift & Coffee
It must be the coffee. Two years ago, I’m savoring my custom-designed blend of coffee at the Caribou on Bren Road in Hopkins while reflecting on the characteristics that I see in vibrant companies. I...
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How to grow your Sales with “SISU”
Got “Sisu?” What the Finnish teach us about Achieving Sales Results I spent the weekend at the Hostfest in Minot, N.D., the largest Scandinavian festival in the United States. It was an incredible...
View ArticleSales Management Leaders and Responsibility
I just got back from a July 4th at the TTT Ranch. Of course, If You’re Not From the Prairie, it’s difficult to understand the many unique dilemma’s ranchers face. However, as I contemplate further, I...
View ArticleHow the Sales Leader gets unstuck
I’m still thinking about North Dakota, TTT Ranch and stuck tractors…and earned – and unearned – optimism. When your tractor gets stuck, you can curse your luck and lower your expectations. For...
View ArticleSales Leadership Behavior: Know your business
As you know, I’m reading Execution: The Discipline of Getting Things Done by Larry Bossidy and Ram Charan. The first leadership behavior that the authors feel is critical for building a culture of...
View ArticleTips to Profitably Restructure Sales – Examine Mindsets
TIP 2: SALES RECRUITING – CHECK THE MINDSET The motto of one of my clients is, “Adversity nurtures creativity.” He knows that leaders set the pace and the tone of a company. You are being observed by...
View ArticleTips to Profitably Restructure Your Sales Team – Sales Strategies
I think we’ve all come to the realization that the economic downturn is a reality. However, with a focused sales approach, you have a unique opportunity to gain market share and remain profitable....
View ArticleHow to Improve Sales Performance: Sales Manager learns the “real” motivators
One of my favorite books is The One Thing You Need to Know…about Great Managing, Great Leading and Sustained Individual Success. In it, March Buckingham states: “Great management is not about changing...
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