Tag - productivity

Many sales managers have become frustrated with sales training programs and have largely given up on pursuing training for their reps.  They have paid thousands of dollars for training in the past and received little or no return on that investment. Unfortunately, instead of trying to find the root causes behind why the training didn’t …

  Many organizations unwittingly suffer from a bad habit that greatly diminishes sales performance:  sales managers who spend too much of their time trying to manage a sales rep’s outcomes.  You may ask, “Well, isn’t that a sales manager’s job?” The answer is “no.”  A rep’s outcomes are impossible to manage.  It’s like a football …

One week this month my family was out of town. I had great opportunity to really “get some things done.” What happened was just the opposite; I let the mundane, the trivial eat up my time. I rarely watch TV. I spent every night watching TV. Does that happen to your peoplle at work? It …

Steven M Covey in the book The Speed of Trust states that companies that have high trust outperform low trust companies by as much as 286%. To get that level of performance, the employees are fully engaged. What does trust have to do with engagement? Everything! Trust is the foundation from which everyone builds relationships. According …

As you begin 2017 do you believe your team is fully committed? Is your leadership team all in? Are your sales reps all in? Is your customer support team and operations team all in? Employee engagement and team dysfunctionality are two areas that suck the life out of a leader. The leader knows that his/her …