I just came back from a phenomenal sales conference with my peer group, the Women Sales Pros. We have a public half-day conference and then two days of our private group learning and growing through shared expertise. It was my privilege to be tapped for a first-time session of “Cold Call Coaching” along with another...Read More

Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners about their sales teams, I ask, “tell me about their performance?” Their response is usually something along the lines of, “Well, we missed our target last quarter,” or “We’ve had...Read More

If you asked 10 Sales Pros what their primary goal would be, you’d predictably get some variation of, “Close more deals,” or “Grow revenue,” or “Make my quota and bonus.” I like the “eye on the prize” mentality but question those answers as goals. They are outcomes. They are results. Similar to the name of...Read More

It’s seems logical to think – if you’re a Business Owner or a Sales Rep – that the only performance metric that matters is the “End Result”. Did you meet your numbers? Or did you fall short? You got in the car and drove and either made it to your destination or didn’t. The final...Read More