The Importance of Sales Culture in Leadership Prior to the rapid growth of the virtual sales organization, many of us grew up in the environment of the “sales floor” with all salespeople in close proximity. Typically, everyone could hear each… Kevin Doddrell December 17, 2019
Help – Where Should I Focus My Coaching Time? Sales Leaders today are typically so busy responding to internal company requests, overall management of their team, and even selling or talking to clients that coaching their people falls into the… Kevin Doddrell October 15, 2019
The Epidemic in Sales Leadership I first wrote about a trend I saw in Sales Leadership in 2014, and now, five years later, its reached epidemic proportions. It’s called “Whack-a-Mole Management.” You remember the arcade game. The… Lon Cunninghis August 21, 2019
Don’t Be the Smartest Person in the Room There is a saying, “If you’re the smartest person in the room, you’re probably in the wrong room.” Unfortunately, we all fall into the trap where we rely on our experience and position to, perhaps… Bill Wallace July 18, 2019
The Four Disastrous Phrases There is a way to immediately become a better Sales Leader, but it requires practice and diligence. It can be summarized in one word – evidence. As Sales Leaders, we are overloaded with too many… Bill Wallace May 21, 2019
The Single Best Investment a Sales Leader Can Make The key to victory is not defeating the enemy but defeating the enemy’s strategy. Therein lies his vulnerability. ~SunTzu In order to understand your competitor’s strategy, there are 5 things you… Bill Wallace October 23, 2018
The Power of Opportunity Coaching I recently had the pleasure of participating in a client’s coaching conference with more than 180 sales leadership executives in attendance. The focus was on creating a winning competitive sales… Kevin Doddrell May 15, 2017
