High value activities are the activities that produce your most important outcomes. These activities produce the results you are measured on, and they are the difference between success and failure.…
What Are We Teaching
Sometimes we teach the sales force unintended lessons. By not reviewing activity and outcomes, we teach the sales force that taking the activities and achieving the outcomes they need isn’t…
Take It Easy (And Other Bad Ideas)
“Take it easy.” How many people do you know who are working so hard that they need to “take it easy?” Most people would do better by taking it a…
How Do You Know When It’s Time to Fire a Sales Person?
The first question you have to ask yourself before releasing a sales person is, “Am I clean?” It is almost always wrong to fire a sales person if you can’t…
Keep Your Clients From Under-Investing
I had an interesting conversation with a buyer recently. I made the suggestion that they were under-investing in the result they need. She agreed that they were under-investing. Then she…
The Power of Nine Minutes
The modern alarm clock can be a deadly, life-stealing, procrastination-training device. It comes with a feature that destroys the foundation of all success: me management. It does so by providing…
Being More Strategic & Less Transactional
It’s easy to get trapped in a transactional relationship with clients when you should have one that is deeper and more strategic. You may be doing an excellent job with…
Different Questions, Different Results
It’s important to have a meeting rhythm and to hold your sales people accountable for their commitments and their results. But in doing so, we can train sales people to…
Your Competitor’s Case
In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all of the information they have about their…
Your Competitor’s Case
In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all of the information they have about their…