“How does the monthly forecast update cycle distract you from the real job of management?”, asks Mark Boundy. Mark, Mikey Maynard and Marcus Cauchi explore why coaching is dead and managers are fooling themselves into thinking that sales can be reduced to a series of CRM reports. What is “pipeline blindness”? Why is MRR worship such… Continue reading Debunking The Most Harmful Sales Management Myths
“How can you produce a plan when you have no vision?”, asks Lenwood M. Ross. We explore why training fails repeatedly and predictably. We identify where leadership’s attention is focused and why it often results in damaging unintended consequences. We ask the question why L&D isn’t the right hand of the Board, spearheading the execution of… Continue reading Isn’t It Time We Rethink The Role of Sales Manager?
Andy Mutton was an accidental salesman who learned to qualify after spending a fortune of his employers’ resources on non-opportunities and pipe-dreams. We discuss solutions to management attachment to outdated practices and beliefs, which lead to blindspots, chasing fictions, disengagement and high levels of turnover, chronic underperformance and ambiguity. Contact Andy via linkedin.com/in/andy-mutton Website: essentialsalesprocess.com… Continue reading From Accidental Salesman To Intentional Manager
Patrick Joyce shares his remarkable story. Managers stop causing friction in the sale
Are you hiring badly, repeatedly? Are you finding hiring reliable, consistent sales producers, tough? Join me and my guest Alan Fendrich, founder of AHS, Advanced Hiring Systems. We both take a robust approach to attraction of candidates, their rigorous qualification building around core values and beliefs. Discover why experience is almost never a real obstacle… Continue reading A Deep Dive Into Hiring Right, First Time, Every Time
“I’m a product of the Rainbow Revolution. Nelson Mandela spoke to me. He told me I was responsible to make a difference. He inspired me, … he inspired a nation to see what was possible in an inclusive culture in this great country”, says Richard Doherty, founder of ScaleUp Consulting. Caught up in the optimism… Continue reading The Big Lies You’ve Been Buying, Propagating And Amplifying