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…

Sales rewards people who care. Care about the customer.Care about the outcome.Care about doing the right thing. But there’s a line, and crossing it is where things start to break down. That’s the sales paradox; you have to care but can’t…

Sales has a funny way of making everything feel urgent, all at once.Forecasts are shifting.Deals are stalling.People are asking questions you don’t have answers to yet. That’s usually the moment leaders and reps alike start trying to control things they…

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 beginning, people are quietly asking a question they rarely say out loud:How can I trust what happens next? Trust isn’t…