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Your Sales Management Guru

Building Organizations Through the Execution of Strategic Sales Management

Last Build Date: Mon, 16 Apr 2018 16:22:42 +0000


Make Pre Call Planning a Strength

Mon, 16 Apr 2018 16:22:42 +0000

Make Pre Call Planning a Strength NOTE: I have not posted in sometime, because of a few issues, but I plan to continue posting on a more regular basis.  This post is a summary of tool we created to ensure a salesperson can plan more effectively for a sales call, it is also a key …

Slammed! Sales Manager Boot Camp

Tue, 26 Dec 2017 14:36:23 +0000

Slammed! The Sales Manager Boot Camp Starts 1-19-18 Note: Class size is limited to 15 participants.  Becoming a new sales leader is overwhelming. Suddenly you go from having a quota to managing the quotas of multiple people. You must quickly learn how to juggle the needs of your salespeople with the demands of your organization’s …

Why Some Organizations Continue to Prosper

Thu, 14 Dec 2017 14:20:04 +0000

Why Some Organizations Continue to Prosper The most critical component in creating a high performance sales team is attracting and selecting the right level of talent, however, hiring correctly is still the number ONE problem in most organizations.  While the jury is still out on the on college national signing day and their recruitment of …

Preparing for 2018

Wed, 06 Dec 2017 14:04:25 +0000

Preparing for 2018 Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. During the session I lead a panel discussion on “Killer Strategies for Prospecting” and I spoke separately on “Leveraging …

2018 Sales Compensation Planning

Tue, 28 Nov 2017 12:41:25 +0000

Align Sales Compensation with Your Goals A compensation plan that works Note: This week’s blog is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”   When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own …

Think Better

Mon, 13 Nov 2017 14:12:37 +0000

  Think Better An Innovator’s Guide to Productive Thinking -a book review- Published by McGraw Hill, this is must read for any salesperson, sales leader, President or any manager.  Author Tim Hurson does a masterful job in leading the reader through the entire mental process of challenging the reader to think better. The sub-title uses …

Brain Waves: Transform your sales team

Mon, 02 Oct 2017 15:25:43 +0000

Brain Waves; Transform your sales team to higher levels of performance Ok, let me confess right off.  Brain Waves is not my word, search on it and you will find many references to technical concepts that I have read about for the past 15 years. Recently I happened to have heard a sports talk radio …

Folks: IT is all about Execution!

Tue, 19 Sep 2017 14:26:34 +0000

Folks:  IT is all about Execution During the past 12+ days we explored parts of the Western U.S. and drove nearly 1800 miles, we saw marvelous topography from the Grand Tetons, Yellowstone National Park, several cities in Montana and Wyoming plus we visited Mount Rushmore and the Badlands in South Dakota-it was a great trip. …

Be a better Sales Manager, check out this Boot Camp Sept 22nd

Tue, 12 Sep 2017 22:19:39 +0000

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn   I thought I should share with you an answer  to many challenges Sales Managers face. It is a Sales Management Boot Camp offering an online video library along with 8   interactive discussions with a limited number of …

SLAMMED! Sales Mgmt Boot Camp

Wed, 09 Aug 2017 13:36:40 +0000

  Slammed! Sales Management Boot Camp- 8 weeks, online We hear these comments all the time: Our revenues are flat We have too much to do, we don’t have time to build a sales organization I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably …