Remember the “Fragile Egg” experiment? Back in Home-Ec class (before the days of automated baby-dolls), students babied an egg for a week. We prepared a shoe box, put tissue in it, and carried a raw
Hours a week? Sounds crazy, right? But your sales team spends countless hours each week just reporting what they did. We added up some real-time numbers to see how much time you can realistically save
Evaluating a salesperson’s performance is one of the basic responsibilities of a sales manager. It’s also essential to company success. But how can you do it when sales cycles vary so greatly? If it takes
I never realized being a band geek was leading me to entrepreneurship. I grew up in Germany on an army base. With my dad as my music teacher, I started playing alto saxophone in seventh
You’ve been in the business a while so you understand what it takes to be successful. To hit the sales numbers, people need to increase their volume. A certain number of calls, appointments, and proposals
You made it through the holidays! Your family voyaged home, you recycled the wrapping, and you sipped that last glass of eggnog. Now it’s time for the new year. What New Year’s resolutions will you
A growing company creates problems. In sales, your team plays a central role in that growth – and in creating problems. As the business expands, no longer can you, the owner, spend time mentoring each
The end of the year is not typically when you do your best work. During “the most wonderful time of the year,” most people become a little more distracted and a little less motivated. You
Mastermind: a board game, a Marvel villain, and a business group. The business option may sound like the least interesting definition of the three, but a Mastermind group can change your sales game drastically. By
Unpredictability is part of the beauty of sales. Rather than being cooped up behind a desk, you get to drive around town and meet a variety of people in the process. Each day is different
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