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…

3-Spotlight-Heatmap

How Many Steph Currys Are on Your Sales Team?

This is Stephen Curry. For those of you who don’t know, he’s the starting point guard for the Golden State Warriors, and more importantly, repeat Most Valuable Player of the NBA. He’s a do-it-all player who is reinventing how to score baskets – absurdly effective at putting the ball in the hoop from virtually everywhere…