Mastering Sales Events: The Sobering Truth About Leadership and Company Culture
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Early in my sales leadership career, I thought being the life of the party was my unwritten job description. Late nights, shots of Fireball, and questionable de...
Sales Quotas: What They Are and How to Meet Them
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Should quotas vary based on selling days?
As a sales leader, I have struggled with the question of whether quotas should go down during shorter
...
Good Interviewer: Tips and Techniques for Successful Interviews
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As a sales team leader, I understand the importance of hiring the right candidate for the job. However, even the most experienced interviewer can fall into the ...
Should Sales Managers Have Their Reps' Backs? Exploring the Importance of Support in Sales Management
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As an advisor to early stage tech companies, I believe that sales managers should strike a balance between what's in the best interest of the reps and what's...
Elected Officials: Not Real Leaders
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In a recent post on LinkedIn, Kevin Gaither argues that elected officials we see on TV are not real leaders. He compares them to sales leaders who act like "...
Bad Sales Leadership: Signs and Consequences
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Sales leadership is a critical aspect of any organization's growth. Bad sales leaders instill fear in their reps, demand respect, pit reps against each other...
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