Leadership Articles

To Build or Kill: Your Responsibility as a Sales Leader

As a sales leader, what do you do when one of your sales people loses a big deal? Do you kick the shit out of them by calling out everything they did wrong? Do you play Monday morning quarterback and point out all the mistakes that were made and how losing the deal...

How to Scale a Sales Team in the 21st Century

We all want to get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it's all about in the world of business, especially in SaaS and technology. Take one look at TechCrunch, Mashable, and every other tech publication, and...

Hiring “A” Players: 4 Misleading Characteristics to Look Out For

Hiring "A" players is without a doubt a critical element in building and maintaining successful sales teams. We all want the absolute best talent we can get. However, in the end, our job is to build teams, not find the best talent. Finding the best people to...

A Note to Sales Leadership- Leading from the Bottom Up

As a person in sales leadership, do you have the guts to lead from the bottom up? Does your sales team feel safe coming to you with product problems, market concerns, and competitive challenges? Do you actively solicit the ideas and advice of your front line sales...