Posts Tagged ‘sales leadership’
Working with a High Conflict Personality
As part of my new Leadership Is an Everyday Act series, I will be sharing tips, techniques, articles, podcasts, and other resources to support leaders on their growth journey. I believe that leadership is not simply a title, but a belief and value system.
Read MoreYou Need To Know How To Diagnose A Revenue Gap
In his book, “When Breath Becomes Air” neurosurgeon Paul Kalanithi discusses an informal diagnostic practice he developed with a fellow surgeon in the stress of the trauma room. They would use the size of a state’s population to summarize the severity of a head injury. For example, one patient may be a “Wyoming” and another…
Read MoreWhy Coaching Salespeople Doesn’t Always Deliver Results
Coaching is a hot topic at the moment, particularly coaching salespeople. It’s one of the many levers that leadership can pull to improve performance and influence revenue. And, it works. According to CSO Insights, organizations with a formal or dynamic sales coaching approach see win rates improve by more than 27 percent and rep quota…
Read MoreHow to Stay Focused and Productive During Change
When I work with sales leaders and sales professionals in large organizations, I see a trend of massive changes, re-organizations, new leadership, new strategies, and new processes. Many people try to hunker down and wait out the changes, but, the changes aren’t going to stop. Unfortunately, by waiting, these people pull back on the activities…
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