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

Here is another one of those blogs where the Universe has conspired to bring a topic to light. I’ve been on a campaign to move sellers from their Intuitive behaviors to intentional actions. We do so many things naturally, in the course of selling, like building relationships, asking questions, responding . . . but often,...Read More

Ask anyone how they determine who to pick for their Fantasy Sports team and they’ll tell you it’s all about the “stats”. Performance metrics are the best indicators of future success. Stats are kept for each play, each hit, tackle, pass, catch, whatever the sport if an athlete moves, it’s tracked so they can make...Read More

Why are you in business? The answers for each person might vary from deeply personal motivation such as “To create jobs for veterans“, “To be my own boss” or in my case, “It’s my calling, this is bigger than me, I HAD to build this business.” Most people start or build businesses because of a...Read More

I’ve found one of the biggest perils for small business, second stage businesses and even sales professionals is a lack of measurement and metrics that quantify their results. It’s an interesting mix of denial and flat out lack of application. “I don’t have the time” or “I don’t want to know the results” or “I...Read More