Most experienced inside salespeople stall when everything starts getting equal attention. Your day fills up:calls, emails, follow-ups, pipeline updates, internal requests. You know how to do all of it, so you try to improve all of it at the same…

Let me describe a situation you’ve probably been in. You’re in a 1:1 or a deal review.You’re asking good questions. “What happened here?”“Why didn’t this move?”“What’s the next step?” The rep answers.You ask clarifying questions.You give a little direction. It…

You open the dashboard.You see the number.Suddenly, the month feels much, much shorter. Panic sets in. The number isn’t where you want it to be. Your numbers tell you what happened. They do not tell you what to do next. Revenue is…

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…

Back in March of 2020, when everyone was suddenly working from home, I shared six simple tips. Dedicated space. Keep your work-in-office routine. No laundry (or any other house work) during office hours. Treat your spouse, significant other, or roommate…

If you lead a virtual sales team and you’ve caught yourself thinking,“It’s just not the same when we’re not in the office together,”you’re not alone. Yet that sentence is worth examining because I’m noticing a pattern. Leaders who were strong…

Sales managers are great at spotting what’s broken. Missed numbers.Stalled deals.Gaps in skills.Behavior that needs correcting. That focus matters, but it’s only half the job. Ignoring success doesn’t breed more success. Celebrate & make it repeatable! What you recognize is…