‘People are our greatest asset’. How many times have you heard it said? Yet when it comes to succession planning, having the right people in place and ready to step…
Onboarding Mistakes That Can Lead to Disaster
When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if you are making any of these sales person onboarding…
What I Have Come to Believe About Leadership
Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You…
Sales Teams Need More (and Better) Coaching
On a long ride back to the office, my manager John Rovens and I hardly said a word to each other. We’d just left the headquarters of Oracle, and one…
Managing Employees with ADHD
Have you encountered employees who have the potential to be highly productive but are undermined by their own behaviour? They may have ADHD (Attention Deficit Hyperactivity Disorder), a developmental disorder…
Is LinkedIn a Waste of a Sales Person’s Time?
I continue to be amazed by the number of sales people who feel that LinkedIn doesn't provide any value to them. Yet, these same people spend countless hours on Facebook telling…
Gartner’s Top 10 Strategic Tech Trends in 2015.
1. Computing Everywhere Gartner predicts that with continued mobile device proliferation and development of wearable tech, there will be an increase in servicing the needs of individuals in their varied…
Tech Trends That Matter to Sales Teams
A few decades ago, pharmaceutical companies promoted their products almost entirely through personal contact by sales people with physicians. In 2014, almost half of all physicians put significant restrictions on…
Sell in Plain English
Websites, presentations, proposals, brochures – content is everywhere. There are countless guides to writing persuasive copy, and they all agree that one of the key qualities of good writing is…
Lies, Mistruths, and Fabrications In Your Sales Forecast
Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principle. These ‘close dates’ are your sales quarters,…