Are you taking enough of the right kinds of risks in your business? During my career, I have had the luxury of hanging around a lot of people that enjoy taking risks. I’ve watched (and experienced) some efforts that had huge payoffs; and many that were nothing short of a disaster. Over time I have [...]

I recently consulted with the universal source of all knowable information, Google, and it would appear that sales management is not fun. Here is my proof: “sales management fun”; zero matches (although “sales management. Fun…” came up a couple of times. “I love being a sales manager”; zero matches “I like being a sales manager”; [...]

Robert Frost said, “Education is hanging around until you’ve caught on.” A corollary to this is what I coined, “Learning happens at the rate of absorption.” In any event, peoples’ ability to learn is constrained by time. Whether you’re “hanging around” or “absorbing”, all learning is a function of time. In his book, Outliers, Malcolm [...]

Abby Sunshine – Serious Follower By definition, leaders need followers. Here is a quick test to see if you are a leader. Ask yourself how a trained dog responds to you. Dogs are conditioned to be great followers, but they won’t follow a lousy leader. If you exude confidence, a sense of direction, calmness and purpose [...]

I recently got an email from a client whom I help with coaching his salespeople. He expressed that when he offers to help his people, he feels like they just want him to go away. Here is my take on the apparent rebuff: The feeling that your salespeople want you to go away is probably [...]