You start Monday with the best of intentions. You know what the team is supposed to be building. You’ve got both long-term goals and a focus area for the month that is going to get you there. Maybe the focus…

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…

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…

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)…

I joked recently that one of my leadership strategies is: “Google it.” No really, it is. I’ll search the challenge, study a few perspectives, run it through my own experience, and adapt what makes sense. You can absolutely use AI…

You can always recycle your best ideas! Leaders forget this constantly. You do not need a brand-new idea every week. Go back to what worked before and sharpen it. I think inside sales leaders put an enormous amount of unnecessary…

Last week I shared 6 ideas for those moments when inside sales leaders feel completely out of ideas. One of those ideas seemed to resonate with a lot of people = turn the team meeting over to a salesperson. Seriously!…