I get accused of making pronouncements a lot, but I’m okay with that, because the accusation is so often followed by a plaintive sigh, quickly followed by ‘if I had only done what you said…’ Then I get told a sad, and thoroughly unnecessary, tale of miscommunication, misdirection, and just plain misery. That’s the frustrating […]Read More The Ten Commandments of Coaching
What does your sales support staff do for you? Fill out forms, route paperwork, fax, make you coffee? If all you’re thinking about are tasks, you’re missing the most important reason for having great support people: increasing your productivity. If you’ve chosen your sales staff well, they are the creative equivalent of an active volcano. […]Read More Dear Sales Leader, Please Answer ASAP
Ah yes, another Quora reader asked for my opinion on ambition, which sounds an awful lot like the other versions of the same question which use the word ‘leadership’ instead. I have to commend this resourceful lad for considering that the desire to lead may be rooted in one’s desire to rule the world, or […]Read More A Quick Note on Ambition
What are the best research-based employee retention strategies? Someone posed this question to me on Quora. Despite the issue of poor or uncertain research techniques (yes, I’ve sat on more than my share of doctoral and peer review committees) I decided to answer it, because retention is a universal problem that affects all areas of […]Read More Retention: The Next Frontier?
Dorothy, we’re not in Kansas anymore. The moral compass that Auntie Em and Uncle Henry provided has been spun through the eye of the tornado and it has lost its direction. I don’t have to tell you, right? You watch the news. You make judgments. And, I expect you have a moral compass that tells […]Read More Creeps and Cheats and Crooks, Oh My!
Ok I’ll admit it: I like power. I like to have it, I like to exercise it, I like it a whole lot. And I even like the responsibility that comes with it. Sometimes it gets me places I didn’t think I’d ever be going. Like having to advise someone to fire someone. Sort of. […]Read More How to Fire Someone
1- Hire the right people and then put them in the wrong jobs. This will be much easier to do if you make sure your job postings bear little or no relationship to the actual positions. For extra fun, put the lead generation tasks under the closer’s job description, and vice versa. This will ensure […]Read More How to Destroy Your Sales Team in Five Easy Steps