My favorite sales metric that is most important and ironically, the one that is poorly measured, is how effective and consistent managers are at coaching and observing their team. This is the only way to […]
Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and […]
During a leadership program I was facilitating in Milan, Italy, we were talking about how managers try to motivate people through the use of bonuses or incentives. The frustration quickly rose to a head in […]
