by Matt Bowman – October 2013 Anyone in the sports business very long knows one may have to relocate to advance one’s career. While certainly not a requirement, top executives have made a few stops in different cities in different sports and with different organizations throughout their career. It can be an exciting but daunting…Continue Reading What to do when you’re the new boss
by Kirk Wakefield – October 2013 I’m guilty. What about you? When I read that headline posted by my friend J.W. Cannon, I realized one thing: When people contact me they don’t care how busy I am. They want to know I care. About them. About whatever it is that motivated them to contact me. What…Continue Reading “Please stop complaining about how busy you are”
by Dan Rockwell – September 2013 1. Choose to be known for what’s in your heart. Intelligence and skill matter most when they express your heart. Leaders who bypass their hearts end up cold. 2. Choose small now. Don’t wait for dramatic. Don’t despise small steps that produce small results. Do something small rather than…Continue Reading The Seven Choices of Exceptional Leaders
by Jason Fortune – September 2013 Simple question, one would think. When we ask ourselves if we are coachable, most of us would say, “Absolutely I am.” But let’s dig a little deeper. Would your manager say you are coachable? If so, you will do four things. 1. Be Open Minded. Simple questions you should ask…Continue Reading Are you coachable?
by Brian Erenrich – September 2013 Co-authored with David Quill. At times it feels as if Generation X and Y have declared “war” on one another. Yet, instead of looking at the negatives (highlighted below), we need to focus on the positives and how we can collaborate. So let’s look at the good, the bad,…Continue Reading GenX and GenY: Tips for working with each other on the same team
by Dan Rockwell – August 2013 The way you deal with today’s frustration reflects the leader or the salesperson you’ll become tomorrow. Frustration is an alarm clock; a spotlight pointing: a match burned too long. Frustration is a gift that says pay attention. Don’t get frustrated with frustration. Frustration is feedback on decisions and relationships. Frustration’s goal The…Continue Reading Dealing with frustration in sales
by Brian Norman – August 2013 “If you don’t know where you’re going, any road will take you there.” Think about a sales contest you have conducted (or participated in) that was missing something. Perhaps it did not have a specific purpose, was unorganized, anticlimactic, or even ineffective? Rather than using a generic model, create…Continue Reading Three Steps to Creating an Effective Entry-Level Sales Contest
by Carson Heady – July 2013 Two governing principles Two governing principles drive sales management success: people and process. The right personnel following the right procedures equal success. The numbers will be there. In Vegas the house always wins because it knows and plays the odds. In the same way, we fail when we don’t…Continue Reading The essential elements of successful sales leadership: Staying ahead of the curve
by Jake Reynolds – July 2013 Creating the Right Culture What is culture? We hear the word thrown around in the sales industry about as often as actual sales are being made. Gallup defines culture as “the attitudes that employees have about the environment in which they work.” Every organization defines and creates culture in…Continue Reading Creating the right culture for your sales team
by Dan Rockwell – July 2013 All successful relationships require trust Good salespeople build relationships because organizational success depends on it. If trust is something “they” do, you are the problem. Research shows three important consequences related to trust and performance. Overall business performance for organizations is higher when salespeople trust their managers.1 Individual sales performance is…Continue Reading How to build trust in relationship selling