Delegate And Elevate

One of the great things about being a manager, not just a sales manager which I always write about in this forum, but any manager, is the opportunity to mentor, challenge, educate, lead and most importantly inspire the members of your team to do things they did not think they could do, and help them […]

New Salespeople For A New World!

We are seeing the evolution of salespeople. It is no secret that many of our sales professionals are aging out, they are retiring or moving out to that great golf course in the sky. As they exit the premises so do some age old practices that go with them. In our own sales lifetimes, we […]

The New Labor Force

The gap between employee and employer in business is now considered one of the biggest challenges we face today. Our hiring base is vastly different from what it always was, and we are going to have to adapt if we want to be able to meet our workforce requirements. This is not the greatest generation […]

Developing Great Leaders

Nothing new here. As all of us know, the biggest challenge facing any business today, regardless of your industry, is the lack of good, qualified people. And an even bigger challenge than that is finding people to lead the people we do already have on board. There are just not enough good leaders today. Notice […]

Be a Change Monger

I have always felt that one of the most important characteristics a leader can have is that of being  a change embracer. A person who not only anticipates change, but looks forward to it, will always have a distinct advantage over people who hate change.  Change is inevitable, it is always going to happen ,so […]

A Frictionless Future

People and companies want things to be as easy as possible. Online streaming, online buying, online everything has created a buyer’s expectation that is higher than it has ever been. I have read a number of articles where the writers are outraged, and I mean OUTRAGED! That the streaming networks like HULU and Amazon Prime […]

The Future of Sales!

This is going to blow your mind! From the book titled appropriately, The Future of Sales, by John Asher, here is the new scenario for sales as we exit the Covid era. Some of these changes are due to Covid, but most of them were about to occur anyway, the pandemic simply serving as the […]

Be A Multiplier!

  Full disclosure: the ideas in this column are based on a book on leadership by Liz Wiseman titled Multipliers: How Great Leaders Make Everyone Smarter. It’s a brand new update from the version that was published over ten years ago, so it’s been totally validated for our times. To be honest, I casually picked […]

You Have To Be Impactful!

Are you making an impact? At your job? In your career? In your life? No matter how hard you work, no matter how much dedication and work ethic you have, if you don’t develop a strategy to be impactful, it will all be for nothing. Being impactful means making a difference. It means being able […]

Why? Why? Why Are You In Business?

What is your mandate? People can tell you what their company does, they can do that all night long. They can also tell how they do it and yes, they can tell you who they do it for. But they can seldom tell you why? Why do they do it?  What is the purpose of […]