As we watch the world’s leaders attempt to manage the COVID-19 pandemic, we can see how careers and reputations can be made or broken depending on how a leader manages a crisis. During this time, corporate leaders are facing the same scrutiny and challenges as government leaders. All of our leaders are being called to…

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Dr. Robert A. Burton is a neuroscientist who has studied brain scans of people who demonstrate absolute certainty on a specific topic or issue and compared them with scans of people who practiced less certainty in their lives. In his book, “On Being Certain: Believing You Are Right Even When You’re Not,” Dr. Burton writes…

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As a sales performance consultant, I’ve recently seen several enterprise level proposals stalled or killed, as well as already embedded methodologies sidetracked by shiny new initiatives from other functional groups. As I took a minute from the ground tactics to see the larger picture, I noticed a few trends that are impacting organizational improvement initiatives.…

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I’ve been working with salespeople, sales managers and sales leaders for most of my career. All of these years, I’ve helped them through training, coaching and other performance-based mechanisms. I probably don’t need to tell you about the efficacy of all of these wonderful interventions—it’s pretty dismal. Very few of these projects achieve intended results,…

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There’s a new CEO or senior sales executive in your organization who wants you to provide funnel data to create a useful forecast. But, you know that the current funnel health won’t meet the aggressive revenue goals. You are nervous. You don’t know how to respond without hurting your credibility or putting your job on…

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