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  • Blog Post: Sales Leadership: Nine Minutes on Monday

    Nine Minutes on Monday The Quick and Easy Way to Go from Manager to leader By James Robbins McGraw Hill My speaking and sales leadership consulting practice causes me to work with many  individuals that are experiencing situations of stress that include either learning to manage a sales team...
  • Blog Post: Sales Management: Preparing for 2013

    Preparing for 2013 Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I...
  • Blog Post: Sales Leadership: Salesperson Business Plans

    Sales Leadership: Planning for the Second Half of the Year Last week after meeting with a new client I started to lay out a project plan and identify the various challenges we need to address to increase the performance of the entire company. One of the first items we needed to address was the lack...
  • Blog Post: A Sales Manager’s Recipe: What is Cooking in 2012

    A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also...
  • Blog Post: Sales Leadership: Cleaning Your Book Shelves

    Sales Leadership:  Cleaning Out Your Book Shelves On Monday afternoon I found out the painters were coming on Wednesday!  That meant I had time to clean out my office, shuffle furniture around and generally make room for them to paint the walls. One of the actions I had to take was to unload three...
  • Blog Post: NCAA Sales Management: Developing Winning Sales Strategy

    NCAA Sales Management: Developing Winning Sales Strategy Last week it was about golf and putting, this week after indulging in men’s and woman’s NCAA games all weekend it’s all about strategy. In my view there are several levels of strategy to consider. First, putting the right players on the floor...
  • Blog Post: The Difference between Average and Top Performers

    The Difference Between Average and Top Performers  In preparation to speak at a sales award banquet this week I was thinking about what kind of message I wanted to leave with the audience and in thinking though  a  variety of ideas I realized it maybe a common  concept that ALL sales leaders must reinforce...
  • Blog Post: Sales Leadership: Time Management Tips

    Sales Leadership: Time Management Tips   How to Manage a Successful To-Do List  Get in Habit of Doing a To Do List every day Be Realistic and Aware of Your Limitations Don’t Over Schedule Events Allow for Time Cushions Review Your  List Every Morning Ask yourself; “why me?”  Is there...
  • Blog Post: Business & Sales Management Planning for 2011

    Business and Sales Management: Planning for 2011 what you need to do! Budgeting and developing strategy for 2011 should be near the top of your “to-do” list. Time must be taken to actively work on forecasting, developing hiring plans for the year and making sure your marketing calendar is planned out...
  • Blog Post: Sprint to the Finish–It’s that time of year…

    Sprint to the Finish—–It’s that time of year…  A shaky banking industry. Roller-coaster days on Wall Street.  Budgets being cut. Purchasing decisions being delayed. With that economic domino effect affecting us all as 2010 winds down, ending the year on a high note will be more...
  • Blog Post: It’s Almost August- 5 Steps to Finish Strong

    It’s Almost August-5 Steps to Finish Strong As a strategic sales leader you need to be proactive in your thinking and actions. By now the summer is almost over and you need to be concerned about exceeding Augusts’ quotas, achieving September’s goal and the fourth quarter sales numbers. What should...