Sales Leadership

Cop an Attitude

How Grit and Determination Underpin Sales Effectiveness   There’s an exercise I like to do with management teams and salespeople in which they list attributes that would make their replacements successful. “If you had to hire somebody for your job and would get a bonus of 20 percent of your salary, what are things you …

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Red-Ocean Mindset

Revising the Sales Playbook to Ignite Sales EQ There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue ocean means that the water is deep, has a lot of fish, and has fewer people fishing. Thanks to COVID-19, however, businesses are suddenly finding themselves in a red …

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How to Boost Your High Performance Sales Team Through Better Delegation

Here’s a quick story that highlights the difference between a high performance sales team and one that needs your constant supervision. One warm summer day a few years back, I was driving along the interstate heading up to Cleveland. It was one of those days where everyone was at an optimal cruising speed that was …

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