Why Managing Sales is Far Harder Than Just Selling

The other day there was a post on LinkedIn about how some AEs (Account Execs / sellers) want to be promoted to sales managers.  I posted a comment that it is necessary for any executive to help illuminate for all AEs out there that they are misconstruing what management is  Read More >

The Blueprint and Process for Sales Execution

John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“.  Being busy and making an effort doesn’t mean you’re actually  Read More >

Developing a Great Sales Culture and Sales Traditions

I believe that your people are your biggest asset.  And on a Sales Team your sales professionals will be either engaged or disengaged based both on your company’s and your Sales Team’s own culture.  I care personally about building a positive and high-performance corporate culture and Sales Culture that attract  Read More >

Use “Sales Systems” to Systematize & Operationalize Your Sales

If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several sub-systems and  Read More >