millennial-minded-sales-organization

Building A Millennial-Minded Sales Organization

Build a millennial-minded sales organization to create a sustainable revenue machine. Putting whatever prejudices you may have about millennials aside for a moment, building a millennial-minded sales organization isn’t simply about appeasing the “entitled generation”. It’s also about building a sales coaching and development culture within your sales organization that will benefit employees of all…

mount-everest-sherpas

Are You Asking Your Sales Managers to be Sherpas?

For decades, sales leaders have compared reaching plan to the act of summiting a mountain. Each year is a long journey, requiring preparation, hard work, discipline, and teamwork to reach the goal, just as is required to summit Mount Everest. There are just under 1,000 attempts to summit Everest each year and only 50% actually…

Seller-Motivation-needs-a-makeover

Why Seller Motivation Needs a Makeover

By some estimates today there are more than 10 million sales people in the world, also known as professional persuaders. Today, the sales organization exists to organize and drive those sellers toward the actions needed to transact revenue, leading to the creation of what has been described as a coin-operated, compliance-driven culture. In my guest…