Two reasons we decide not to decide: #1. People-pleasing:Excessive people-pleasing leads to indecision, anxiety, resentment, and misery. After all, how can you fully know what others want?People-pleasers can’t say no for fear of disappointing. Anyone who can’t say no lets others drive decisions.If you can’t make decisions, someone else runs…...
How To Successfully Change Careers During Times Of Uncertainty
“Everything that’s happened has just given me a fire to do what I want to do now!” I’ve been blown away by the number of times I’ve heard some version of this from high-achievers in tons of different industries since this pandemic began. While the pandemic has created new levels…...
6 Things You Should Never Do During A Job Interview, According To A Recruiter
Interviews are an awkward but necessary part of the job application process that most people hate. I get it. You’re in a high-stakes situation, sitting across the table from a panel of people who have the power to give you your next opportunity, asking you to describe yourself in a…...
Why You Believe There Are No Good Salespeople
Entrepreneurs and leaders often complain that there are “no good salespeople” available in their market. Maybe you’ve muttered that yourself. But even if the salespeople you hired didn’t produce good results, the truth is that there are good salespeople in every market! As a leader, it’s your responsibility to attract them and get…...
How to Be a Good Leader at Work
A strong leader in the workplace can bolster a small business's push for success. As a small business owner, you inherently find yourself at the top of the company's hierarchy. You may make the decisions, pay the bills, and run the company in accordance with your business plan for success,…...
When It’s Time To Hire Help
As an entrepreneur or business owner, your company means everything to you. It’s where you pour your time, effort and money. You’ve made significant sacrifices to get your business off the ground and you’re determined to see your vision come to life. You’ve been gifted with the entrepreneurial spirit and…...
5 Questions Sales Leaders Ask to Improve Sales Performance
Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance. High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence…...
Great Sales Managers Answer “Yes!” To These 4 Questions
This article provides four questions that you can ask a sales manager to quickly judge if he or she is a great sales manager, or not. If you currently are a sales manager, ask yourself these four questions to assess your own sales management skills and areas for improvement. Do all of…...
Qualities of Successful Sales Managers
It's not uncommon for the top salesperson on the team to be promoted to the role of a sales manager. After all, this is someone who has mastered sales, so he must be the perfect guy to run a sales team, right? There's just one problem: sales management requires an entirely different…...
A Guide for Building A Successful Sales Culture
What is sales culture? And more importantly, what is a successful sales culture, and what does it look like? Creating a sales culture is no easy task, but it’s one we hear about all the time from our customers. From 100-person sales teams to 5,000-person sales teams, every sales leader wants to feel…...
How Sales Leaders Can Rise to the Occasion
Leadership is on our minds lately. And it seems we’re not alone. In times of turmoil and disruptive change, leaders are more valuable than ever. They provide guidance, confidence, and stability for teams facing uncertainty. They chart new roadmaps for scenarios where none currently exist. Strong leaders are indispensable at…...
How to Teach Empathy for Sales Teams
Can Empathy be taught? Empathy has always been a necessary part of a successful sale. Heck, I believe it’s a necessary part of being human, having happy relationships, being good at your job and leading a full life. Before COVID-19 happened, empathy was taken for granted. Now, however, in the…...
How to Be a Successful Sales Manager
A sales manager is the person responsible for leading and coaching a team of salespeople. A sales manager's tasks often include assigning sales territories, setting quotas, mentoring the members of her sales team, assigning sales training, building a sales plan, and hiring and firing salespeople. In large companies, sales quotas…...
Continuing to Invest in Company Culture
Well, I think it’s safe to say that it doesn’t look like COVID is going away anytime soon. Our team has been working from home for just over four months now. It’s crazy to think about that, even as I type this. I think we all feel the transition to…...
The Definitive Guide to Sales Management
The purpose of a sales manager is to provide their salespeople with everything they need to succeed, including coaching, training, and motivation. The actions of a successful sales manager can include anything from overseeing the onboarding of a new sales team member to firing a salesperson who wasn't ever going to cut…...
How True Sales Leaders Coach
When was the last time you checked out how true sales leaders coach? Last year? Five years ago? If so, it’s time for a wake-up call. The COVID-19 pandemic has changed how we all work. Your reps need coaching from you more than ever before. Craig Wortmann, a clinical professor…...
