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Success Requires Dynamic Thinking
If you’re like most business owners, by the time February rolls around you’re deeply immersed in day-to-day “firefighting”, pressing sales issues, contingency planning and other activities associated...
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Be MAD in 2013 – Make a Difference #3
Is Your Sales Manager’s Compensation Aligned? (3 of 4) Sales Managers are the driving force behind the entire sales team. They provide leadership, training and motivation. So, consider carefully how...
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“Kitchen Cabinets” for Business Owners
We’ve all heard the expression: “it’s lonely at the top”. As business owners, I’m sure you can relate! As we work hard to keep our organizations motivated and focused on achieving stated goals, we’re...
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Be MAD in 2013 – Make a Difference #4
Smooth Sailing with a New Sales Compensation Plan (4 of 4) So, now you’ve created a new sales compensation plan. Good for you! Now, get ready for a transition period. Almost every business leader and...
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Generational Marketing: Know Your Target
It is not a surprise that all of us have unique characteristics, preferences and wants. What you may not be aware of is that each of us is partially shaped by our specific generational experiences....
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Wisdom for a Wild Leadership World (1 of 2)
On May 19th, I’ll be giving a commencement speech at my alma mater, the University of Sioux Falls. I’m deeply humbled and honored. Since I only have 10 minutes, every word must count. To stimulate my...
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Relax, Unwind then Innovate
It’s a “dog eat dog” world out there. To stay on top of an industry requires flexibility, resilience and fresh actionable ideas. Traditionally, when confronted with competitive challenges or other...
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Top Tips for Business Leaders to Motivate Their Sales Teams
Top Tips for Business Leaders to Motivate Their Sales Teams Hitting Home Run Goals Recently a salesperson said, “Danita, I wish my boss would just reassure me occasionally – I need to know I’m doing...
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Organizational Resiliency: A Key Success Factor
Organizational Resiliency: A Key Success Factor As we listen to the news covering the impact of Hurricane Sandy on the Jersey Shore or of the devastating EF5 tornado in Moore, Oklahoma – we can’t help...
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Top Tips for Business Leaders to Motivate their Sales Teams (Continued)
Identifying Dreams Some of the Business leaders I work with tell me they find a lack of motivation by their sales people to be one of the biggest contributing factors for lagging sales results....
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Aging is Just Another Word for Rebirth
Recently, a former colleague of mine at the Walt Disney Company sent me a note with some very wise words. Too often, as mature business owners with years of experience under our belts – both good and...
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Sorry, there’s no Magic Pill for Improved Sales Performance (1 of 2)
As a sales growth guru, I’m always interested in hearing about the challenges CEO’s and business owners are experiencing when building a high sales performance organization. This is what I’m hearing...
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Revenue vs. Customer Interest: A Marketer’s Dilemma
In this increasingly competitive marketplace, we are all vying for potential customer attention and loyalty. Marketers barrage us with “free trial offers” that result in steep automatic monthly credit...
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Sales Management Issues, Still no Magic Pill (2 of 2)
This is part 2 of a series on how to fix sales growth problems. When sales aren’t growing as fast as hoped, business leaders often admit they are prone to focus on the top one or two most pressing...
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The Fallacy of New Year’s Resolutions
Recently, people worldwide of the Jewish faith observed the ten Days of Awe, beginning with Rosh Ha’Shana (the Jewish New Year) and ending with Yom Kippur (the Day of Atonement). During this period,...
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1+1+1=19 Nickels in the Niches
1+1+1 Really Can Equal 19, Maybe Even More!!! This is not fuzzy math. If you increase sales just 1%, decrease cost of goods sold by just 1% and decrease sales, general and administrative expenses just...
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Sales Motivation: Get Rid of Costly Sales Carrots
I cringed inside. I felt sorry for the sales team when I heard this sales leader’s take on sales motivation: “Of course I offer high incentives for my salespeople. Plus, I dangle great carrots in...
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What Keeps Us From Fulfilling Our Dreams?
Recently, Peter Bailey wrote an article for the Prouty Project newsletter about their 2013 STRETCH expedition sailing in the Caribbean. At the end, he included this wonderful quote by Mark Twain:...
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Sales Management Coaching: How does it impact my Sales Force?
We all know the maxim from Jim Collins, author of the business best-seller, Good To Great: “If you want to be a good-to-great company, you have to first put the right people on the bus, get the wrong...
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Are Trusted Advisors Worth “Their Weight in Salt”?
Often it seems like everywhere you turn, someone else wants to be your trusted advisor. When confronted with a pressing issue, we appreciate the value delivered by a resource that’s “been there, done...
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