You can learn a lot about a sales team by looking at one real indicator: Their Leader Boards. Some teams have multiple boards taking up entire walls, some have outdated KPI lists in a back corner, and some teams “respect the salespeople’s privacy” and have none! The simple truth is Read more…
The thing about facts is they are still facts regardless of whether you believe them. Any given fact, however, is completely different from an individual’s Personal Truth. A personal truth is experienced-based knowledge/information that is a hard earned reality for that individual. If history and data shows that a product Read more…
Three years ago, I wrote an article dismissing the idea of a “Retail Apocalypse.” That was before we ran into the COVID-19 economic buzz saw. It is sobering how many retail giants didn’t survive 2020, and the sheer number of retail jobs lost is staggering. I stand firm in my basic premise that Read more…
To effectively lead a diverse team, you need to continually grow your skill set. With each promotion and new title comes more responsibility and more power. As you move up the ranks from leading a team to leading a region, a market group to an entire sales force, your effectiveness Read more…
In my small(ish) NJ town we have all the major fast food McFranchises, several of the national dinner chains and our share of the ubiquitous diners. We also have our fair share of local eateries, including 3 deli and bagel eateries specializing in breakfast fare… Rather, we had our fair Read more…
So you’ve been out of the Retail Sales game for 3 months because of COVID-19. All of your hot leads have gone cold. Customers don’t have the money to purchase your “non-essential” products. You need to fight with the internet for customers. You may even be taking a “pay cut” Read more…
The world is thoroughly inundated with Corona-virus news, rumor, conspiracy theory (no, 5G doesn’t cause COVID-19) and vital information. Each choice you make is flooding into your consciousness via televisions, smartphones, newspapers,talk radio and social media apps. All of this negative news is bound to take its toll on your Read more…
Leading sales teams is a challenge in normal times. Leading sales teams in times of crisis is another animal altogether! From the 2008 Financial Meltdown to today’s COVID-19 crisis, leading sales teams effectively requires every bit of your emotional intelligence and more. Sales professionals are emotional beings wrapped inside of Read more…
For B2B sales systems to be effective they must be filtered through 3 retail realities: blurred sales process advancement, limited prospect engagement and faster cycle times.
Originally published on LinkedIn Pulse By all accounts, the past 18 months have been the most productive in my professional career. Among the highlights: 2 significant promotions, new and exciting projects and increased responsibilities. How did all this happen? 5 People! What changed in 2018 that made 2019 so productive? Read more…