What are the traits of great representatives that become great managers? Here 5 of them, emerging from personal experience.

Copying what others do doesn't change who you are. Great cultures start from the inside.

You have to make calls to make sales. But it's only one of many leading indicators of production.

With companies having to shift rapidly, moving to and implementing organic marketing has to be done efficiently while still turning a profit. Forbes asked the members of Forbes Business Council to share how leaders can navigate organic marketing in a way that is profitable, including me.

If I gave you a technical manual filled with everything you need to know about the sport of boxing, how many times would you need to read it before you were comfortable stepping into the ring with a professional boxer? When it comes to learning how to do something effectively, knowledge is not enough.

Anyone can criticize from the cheap seats. It’s coaches that make a difference.

If you can't remember the last time you changed your mind about something, it is fine. However, it is meaningless when it comes to coaching and feedback.

One common source of dysfunctional cultures: dumb budgets. When unrealistic numbers are agreed to at the top, everyone suffers.

New sales management playbooks are crushing old ones. Salespeople interested in attracting the best people should focus on the advanced playbooks.

If you want high performance on your sales team, don't punish it. This may result in terrible consequences.

You don't have to move from sales to management. You can achieve more, without having to absorb more responsibility.

Working together always works. It always works. Everybody has to be on the team. They have to be interdependent with one another.

There is a company I'm interested in buying in the next 5-10 years, but one hesitation I have is the culture. Here are the answers to 5 great questions about this from Matthew Stinar.

A simple management hack that can save you a lot of time: memo to file.

A sales leadership role is a lot like boxing. Which is why I started Sales Leadership Foundations.

It’s a myth that great salespeople don’t make great sales leaders. It’s much more accurate to say that great salespeople don’t make great sales leaders automatically. I explain more in my full article on Forbes, which you can read here.

Imagine you own a business that is doing poorly. And it has for more than a decade. Here is the diagnosis.

I wanted to know why the no. 1 and no. 2 representatives put up very similar numbers, with very different styles. So I dissected how they were calling, and here is what was discovered.

Complicated is hard, but predictable. Complex is hard, and unpredictable.

If you run a football team, you have a manager, coach, trainer, and cheerleader. When you run a sales team: you're all the above.