Leadership and Sales Management
Thirteen years ago, I embarked on a new career adventure. I accepted a work from home position, involving “some travel.” At the time, I was commuting 100 miles per day, and routinely working 50-60 hour weeks. With a baby on the way, this seemed like a blessing from heaven. I mean how hard could it… Read more »
Leadership and Sales Management
Some things just get under my skin. While visiting our dealer clients, I see managers using their own salespeople to run errands, do chores, or pick up lunch. Managers don’t want their sales team to be order takers, yet they treat them like servants for their own benefit. Salespeople feel they’re just being of service,… Read more »
Leadership and Sales Management
You’re probably thinking to yourself oh, great another essay on making gross. Well, you’ve come to the wrong place. That path is too well worn. And, frankly, giving away too much gross is the least of your worries. Most dealerships are giving away their very business, one piece at a time. The same people who… Read more »
How Improv Comedy Builds Companies
What My Crazy NYE Party Can Teach Us About Marketing in 2019
What Shaun White’s Gold Medal Made Me Realize About Being Happy at Work
10 Ways Sales Managers Fail
The Manager Who Doesn’t: A Guide to Better Sales Management
Can you Kill a Sacred Cow?
What Happens When They Disappear?
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Competitive Edge,Leadership and Sales Management,Sales Training
Rarely do I feel better when leaving a stage than after having performed comedy. While I like to believe all of my presentations are entertaining or funny, I feel when an audience knows the purpose of a performance is to instill laughter, everyone has a better time. Incorporating in the core values of improvisation (or… Read more »
Leadership and Sales Management,Sales Training
Millennials get a bad rap. I’ll admit it. This is coming from a Gen X’er who too grows frustrated when I don’t see eye to eye with the youth of today. That’s just how my old brain works. Many of the characteristics we assign to millennials, however, are forced generalizations. That they’re entitled, lazy, addicted… Read more »
BDC and ISMs,Leadership and Sales Management
Your Business Development Center tees up the customers, and your salespeople swing for the fences. Typically, it is the business development center agents that are keeping in contact with potential prospects, and the salespeople hoisting the trophy after a great month on the floor. Having a BDC is no longer enough, though. Everyone in your… Read more »