If you pay attention to college football then you know Nick Saban has long been king of the sport. Nick has won six national championships and has a 65–6 record against SEC opponents. Three of his six losses were to Guz Malzahn and the Auburn Tigers. Few will argue that…

Hiring good people is tricky. Hiring good salespeople is even trickier. Hiring top-performing salespeople is your hardest task as a sales leader. That’s because sales professionals have spent their entire careers interviewing. Think about it: The role of a sales rep is to spend her day being interviewed by prospects…

How to Avoid These Common Mistakes 57% of most sales teams don’t hit their sales targets according to Forbes. One of every two teams will fail. This is the leading reason why the average tenure of a sales leader (Chief Sales Officer, VP of Sales, Director or Manager) is less…

For the past two months, I’ve talked with close to 100 different sales leaders or sellers. They all have different versions of the same problem. No one’s talking about the problem or what to do. Most leaders don’t even know they have a problem. I recently launched a book, Revenue…

The primary reason sales leaders don’t hit their target is because their “forecasts” are backed by hollow, generalized statements of hope and not rigorous nonnegotiable standards, plans, and measurable drivers. Hope kills results. Planning equals power. Power is the ability to execute. Here are some statements that indicate a forecast…

For most of 2019 and through 2020, many of the executives I work with share a common sentiment: uncertainty. On the top of their mind is economic uncertainty, for good reason too. Even though some of the signals like employment, market growth, and consumer trends are at record levels, many…