SWOR - Start the Week Off Right. The 2 important reasons of following this rule.

When someone's sales performance starts slipping, the first step isn't a performance plan. It's sincere curiosity.

Your sales team is an R&D channel, if you take advantage of everything they have to offer.

Everyone is affected at work, by life. But expecting people to "check their feelings" is impractical.

Top producers get more money by default. But where do you invest your other resource?

In a healthy sales culture, excuse making and tearing others down doesn't fly.

Every time I hear “I'm self-made” - I shake my head. People who say that are self-made are probably not self-aware.

The best indication of a healthy sales culture isn't happiness. It's maturity of communication & engagement.

Two things that destroy a sales culture more than any other are excuse making and gossip and rumour mills. Here is the best antidote for both of them.

We’re better at identifying problems + solutions for others than we are for ourselves. And if you’re leading a sales team, this speaks to the importance of coaching.

My best ideas come when I let my mind play. When I am 100% present, doing something fun. I know that. So, why can it be so hard to actually do it?

A big part of leadership is sharing success. But many times it’s not even about sharing, it’s about giving it all away.

I once observed a board meeting that went on for four hours without mentioning one pretty important thing: The Customer. What does this mean?  

We talk about the art of the close... when it's really the open of a new relationship.

Several years ago, in September, we were way behind our number. Come end of November, I was letting the team take the rest of the year off if they wanted.

Want some really fun ways to drive more engagement & better presentations with your sales team? Run workshops with them (re)creating marketing tools, like building your business' story or defining the value proposition.

When you really care about what you do, getting a response like I did yesterday from a client never gets old.

In a great sales culture, there's no room for prima donnas. High sales performance doesn't tolerate such things.

"Don't bring problems without solutions." I used to subscribe to this mindset. Here's why I don't today.

The foundation of sales leadership is coaching. And coaching is about communicating feedback to help someone improve.