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Category - Performance Management


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. …


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 …


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 …