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Revenue is a result. Behavior is the lever.
If all you talk about is results, you’re not changing anything. I was listening to a sales meeting recently. The leader had the dashboard up. Revenue. Closed deals. Quota attainment. Pipeline coverage. All-important numbers. But for 30 minutes, every question circled back to results. “Why isn’t this closed?”“What happened to this deal?”“Why are we behind?” You could feel the pressure in the room rise. And I’m not saying pressure is always bad. The problem was this: No one left that meeting knowing exactly what to do differently when they got back to their desk. There wasn’t a single concrete action…
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Remote Raises the Standard
Back in March of 2020, when everyone was suddenly working from home, I shared six simple tips. Dedicated space. Keep…
Remote Exposes a Leadership Design Problem
If you lead a virtual sales team and you’ve caught yourself thinking,“It’s just not the same when we’re not in…
What You Recognize Is What Gets Repeated
Sales managers are great at spotting what’s broken. Missed numbers.Stalled deals.Gaps in skills.Behavior that needs correcting. That focus matters, but…
Caring Without Carrying the Deal
Sales rewards people who care. Care about the customer.Care about the outcome.Care about doing the right thing. But there’s a…
When Everything Feels Out of Control, This Isn’t
Sales has a funny way of making everything feel urgent, all at once.Forecasts are shifting.Deals are stalling.People are asking questions…
Trust is Built in What Follows
Trust starts with the very first interaction. Before there’s a proposal.Before there’s a yes.Before there’s anything to lose. From the…
Helping Decisions Happen
In the last couple of notes, I’ve been sharing about indecision; personally and in the context of stalled deals. What’s…
Indecision is Still a Choice
Last week, I found myself sitting with the question:What’s the one decision I’m not making, right now? Then I listened…
Avoidance vs. Decision
Most of the friction we feel can be attributed to avoidance. There’s usually one decision we already know needs to…
Mastering Inside Sales Leadership
Today is a BIG day for me. It’s the 30th anniversary of my sales career. Which is why I chose…
Unplugging, On Purpose
In all my 30 years in sales, I’ve never taken off at year’s end. You know the drill: push, sprint, chase, forecast,…
What Are You Willing to COMMIT to for Your Success?
Last week, I asked: “What do you need to stop doing to create more success next year?” Now it’s time for the…