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Pick the target: Pursue the goal!

Recently our son, a freshman in college came home for a long weekend to get some much needed rest and relaxation. It was great to see him as well as observe the emergence of a young man who is beginning to make decisions for himself. Although he’s still not 100% sure which major he wants …


Does your company attract or repel sales talent?

I’ve had multiple conversations recently with people from different organizations about the challenges they are facing in filling open sales positions. One company was facing a 10%-15% sales growth target, yet they have over 40 open positions. They were struggling to find the best people and they couldn’t close the deal to get them onboard. …


Accounts Receivable- Who’s responsible for it?

Over the years I have seen everything when it comes to accounts receivables and collecting past due invoices. I have worked for companies where it was the sole responsibility of an accounting resource in a corporate office hundreds of miles away. All the way to collections being the responsibility of the calling outside sales person …


Is perception really reality?

In my 30 years of sales and sales management there is one thing that I have consistently seen regardless of the industry.  There is not a good understanding of the roles between inside and outside sales teams. I have managed both inside and outside teams, that ranged from one company where the inside team took …


Trust, how do you build that into your operations?

I recently met with the President/CEO and a Director of a local non-profit organization in my community. This organization has been in existence for approximately 40 years and makes a huge impact in the the community. They offer a variety of services such as, programs for kids, family services,  elderly care programs, healthcare services, workforce …


Succession Planning- A Built-in Bench

Those of you that have kids know quite well the stages you go through in raising them. Our oldest son graduated college last May, our second son is getting ready to graduate high school in a month and start college in the fall. Then finally our daughter is four years away from that transition in …


Building a dream sales team

My appreciation for slowing down enough to read a good book and then reflect on the message has grown. I especially enjoy reading books on Leadership, Organizational Development and History. Over the years I have accumulated enough books to fill several shelves and now I’m starting to fill up the latest electronic devices like the …


Poor service. Don’t accept it.

On a recent vacation with my family, I received a call from our “security service” provider. Unfortunately the call went to my voice mail since we were in an area that I didn’t hear it ring. We were at the “happiest place on earth”. Later that evening when I realized I had the voice mail, …


A solid foundation and a plan are a must.

Building an effective sales organization is like building a house, you must have a solid foundation and a plan. A builder will plan with the homeowner for months before they move one shovel of dirt, cut one board or hammer a nail. Whether you are building your sales organization from scratch or you are implementing …