As owners and members of the leadership team, you deal with the risk and responsibility for getting it right, making it right and keeping it right for the business, your employees and your customers. I’ve previously written about the importance of the three P’s -...
Your Growing Sales Team You might call it a hybrid sales team but that doesn’t mean it’s a new electric model. It’s what you have when you combine the sales force that got you where you are with the sales force that will get you to where you want to go. There...
“Tell me about the company’s new business development plan,” he asked. The CEO began his response with, “well our sales reps plan is.” The question was what is the company’s plan, not each individual sales reps’ plan. You know how this goes, you have six sales people...
To protect your company’s future your sales strategy, leadership and execution need to be top management issues. Top performing companies seem to focus their strengths and resources on the business they want while others compete for the business they need. It’s the...
The first quarter of 2018 is almost over. As you review what you’ve accomplished, what grade would you give yourself? If you are like many business leaders, you probably started off the year with great ideas about what you wanted to accomplish. You’ve thought about...