There is a moment in a lot of inside sales forecast conversations where everyone knows the number is not quite real. The manager knows it. The salesperson knows it. Sometimes the spreadsheet knows it and looks away, embarrassed. The manager asks…
A while back I was working with a sales team, and during a break one of the reps looked at me and said, “I don’t know how you expect me to prospect. I just don’t have enough time.” It wasn’t…
Every sales leader I know says the same thing. “I just don’t have enough time.” Honestly…you’re probably right. Between one-on-ones, forecast meetings, leadership meetings, customer escalations, Slack messages, emails, recruiting, coaching, reports, and the ten “quick questions” before lunch… Your…
Inside sales leaders are very good at reacting. Sometimes too good. A number slips, a forecast gets questioned, a quarter-end push arrives, and suddenly the beautiful plan gets shoved into a drawer while everyone sprints toward whatever is currently on…
Here’s something every salesperson has experienced. When priorities keep changing, you stop spending your energy selling and start spending it trying to figure out what your company really wants from you. One week the message is all about prospecting. The…
More often than not, your team’s rhythm reflects your leadership rhythm. If you plan in bursts, they’ll work in bursts. If you only talk about the future at the beginning of the quarter, they’ll learn that planning is something you…
I have a habit when my brain gets overloaded. I’ll grab a book off my desk, open to a random page, and start reading. Not because I’m looking for some magical answer (oh how I wish that were an option)…