Building a World-class Sales enterprise

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Great Sales organizations share some common traits that set them apart. the key attributes which distinguish them from the pack are: Focus Accountability to ACTION versus results regular and effective coaching and feedback Great selection and development processes At the heart of every great sales team is great leadership. Learn the 8 characteristics that GREAT teams share:… Read more »

The reality of Entrepreneurship….

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As an entrepreneur, do you find yourself going home every night feeling like you didn’t get your #1 priority completed that day? Do you feel as though you spend your day fighting fires and running on a treadmill? Are you feeling that the processes and tools which have served you so well over so many… Read more »

Lead, Manage or get out of the way….

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Managers today are overwhelmed with the speed and quantity of information crossing their desk each day. In addition, the pure volume of issues they are required to manage combines to create a frenetic approach to their day. Often times when I ask managers if they accomplished their top 3 tasks for the day, I am… Read more »

Key components of a great strategic plan

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So, its that time of the year again.  Time to do our planning for next year.  An ambitious undertaking… but to what end? Strategic planning can create tremendous competitive advantage, or, it could end up being a huge waste of time.  The sad reality is that few companies do it well. Still fewer execute their plan… Read more »

Characteristics shared by great sales organizations

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Characteristics of great sales organizations  Having spent the better part of my career building sales teams, I have seen my share of great sales teams. Unfortunately, I have also seen my fair share of “less than great teams” as well. Over that time, I have compiled a list of those areas that the great sales… Read more »

Common Habits Successful People Share

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 Ten lessons learned from successful people (from TTI success insights research) Successful people may have the ability to juggle many tasks, but instead they identify their most important task of the moment and focus solely on that task. The key to success is dedicating a specific amount of time to this task every day, avoiding… Read more »

Is there a  connection between Golf Mastery and Sales Excellence?

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Absolutely!  Top competitive athletes generally make very good sales people. What are some of the common traits that great golfers and great sales people have in common? Among the common traits that are the critical success elements shared by top professionals are: Discipline Perseverence Focus Personal accountability and Self awareness   I have been a… Read more »

Lessons in Leadership

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As I work with companies, I find that many managers focus on completion of tasks, oversite of metrics, inspection of processes, and fire fighting. While each of these are important to the job, people are often overlooked as the day to day pressures cause most managers to be consumed with the urgent tactical matters at… Read more »

Good Supervisors? or Great Leaders?

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Are your managers acting as leaders or supervisors? How much time do your managers spend on truly developing their people? To what are your managers really accountable and which areas of focus drive the greatest return? The most effective leaders hold their managers to 5 role responsibilities to maximize results. Certainly their are tactical responsibilities… Read more »

Hitting the Ceiling?

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It happens to all companies, at some point. We outpace our processes, our VISION gets a bit cloudy, we make a few hiring mis-steps, or we fail to communicate effectively.  It can be one or several of these or other related factors.  Sometimes it occurs when we hit $1MM in sales or the $3MM or… Read more »