Leadership Articles

Coaches Don’t Play

This one is real simple - Coaches don't play. Coaches coach, players play.   Back in 2011, the New England Patriots and New York Jets were scheduled to meet in the playoffs. In the week leading up to the game reporters asked then Jets coach Rex Ryan about the...

Sales Performance Metrics: 6 Killer Individual Sales Stats to Measure Your Sales Reps

Quota attainment is not the end all be all when it comes to measuring sales representative performance. Over analyzing all the data we can collect is also inefficient and useless. We need to find the happy medium  - the key sales performance metrics that we can...

8 Reasons Great Leaders Let People Fail

Sales leaders - do you let people fail? How comfortable are you letting failure happen? Are you OK letting your sales manager make a mistake? Are you OK letting the sales rep lose a deal? What do you do when you see a flaw in the strategy of your sales V.P.? Do you...

Sales Coachability – Why it’s the Most Important Trait for a Sales Employee

There is one trait that if a salesperson does not have I will not hire under any circumstances, no exceptions. I say the same thing to my clients, do not hire salespeople who don't have this skill.   If a salesperson is not coachable - do not hire them. Why is...