Category: Teams

Aligning Pots and Flowers for Revenue Growth

If you have ever seen small packets of seeds on display at your local nursery, you may have noticed that the front of the small packets does not have a picture of the seeds.  There is a picture of the flower or desired vegetable.  Why is that?  I am buying the seeds and yet the picture shows me the end…

When Sales Performance is Up, Don’t Let Behaviors Go Down

  There’s an old saying in sales that goes, “It’s amazing how many sins are forgiven when a sales person is hitting their number.” What I’m seeing and hearing about far too often these days are examples of sales professionals who start out leveraging positive sales traits and behaviors – reflective understanding, due diligence, enthusing, convincing, purposeful argumentation, engage with…

Transitioning from Buddy to Boss

I recently met with a sales professional who had just been promoted to the manager of her team and wanted some advice on how to successfully transition from “buddy” to boss. This is a pretty typical scenario in most sales environments, and requires a shift in thinking for both the new manager and the team. For this manager, it meant…

Managing the Observed and Unobserved

Most sales leaders today are managing at least part of their team remotely, either in the field across the US, or globally. And this often begs the question, “How do I effectively manage a virtual team?” The answer: The skills are the same. The difference is in the technique. The two places sales leaders create the most value, in my…