Pipeline reviews and accountability are managing, and that’s only about a third of a sales leader’s job. Here’s how coaching, training, and managing differ, and why teams stall when leaders only do one. …
READ POST from Coach, Train, Manage: Why Sales Leaders Need to Do All Three
Activity is easy to count, but easy to measure is not the same as important to achieve. Here’s how I use the Key Result Area to decide which sales work matters, and what to automate, delegate, or delete. …
READ POST from Stop Managing Activity. Start Managing the KRA
For years, hiring managers told me my range across industries and deal sizes was a weakness. Entrepreneurship showed me the opposite. Selling to every kind of buyer taught me the fundamentals behind Earn the Right. …
READ POST from Why Being a “Sales Chameleon” Became My Competitive Advantage