Some People Should Be Allowed To Quit – Coughlin’s Law Can Always Take Over

Coughlin’s Law: Bury the Dead

People leave, let’s get over it. Gone are the days when a man arrives for work in the factory two days after his high school graduation and leaves forty years later with a gold watch. The American career path hasn’t included this scenario since before Lyndon Johnson took office. Over the last 40 years, American workers and American businesses have had an arrangement: Every man for himself.

For some reason, the most senior leaders of my company just don’t understand this.

We recently had an executive announce he was moving on; he no longer felt like there was a “fit” for him in our organization. He held no ill will for the company, but recent changes just made it difficult for him to continue in his capacity. In reality, he was doing what was best for him and the company. Besides, his employment was always, by law, considered to be “at-will.”

Our senior leadership was immediately filled with a strange hatred for this “traitor.” Like Bo Schembechler uttering that “a Michigan Man will coach Michigan” when then Michigan basketball coach Bill Frieder was talking to Arizona State in 1989, and Bo swiftly fired him (assistant coach Steve Fisher took over and won the national championship that season), our senior leadership began to treat this previously invaluable executive as some sort of leper. He became persona non grata overnight.

There ain’t no good guys, there ain’t no bad guys. There’s only you and me and we just disagree. – Dave Mason

The Company Owes You Nothing

It’s important to note that my company’s leadership has eliminated more than one thousand jobs over the last fifteen months amid the current recession. This doesn’t make them villains; they did this in the best interest of the shareholders. This, you see, is their duty.


The one thousand plus newly unemployed soles may not like it, but the company owed them nothing. There was no contract between the parties that guaranteed a lifetime of employment. There couldn’t be; not if we want businesses to succeed and create jobs and pay taxes. (It’s important to note that nearly every one of those who were laid off received severance packages better than that which they were due. The company did right by these employees.)

You Owe the Company Nothing

Just as your at-will employment can be terminated by the company for no cause, you have the right to walk when you want. You owe them nothing. The minute you begin to think differently, it’s time for you to consider a career change.

While on the payroll – and especially when you’re in a leadership position – you owe your company your best efforts, which include leading with integrity. If you’re a regular reader of this blog, you know that your integrity is critical to delivering great leadership. A duplicitous heart lacks integrity, and you have to be dedicated to your company’s well-being if you expect to be taken seriously as a leader.

That said, the minute you’re ready to go, you need to go, and you need not look back. It’s just sad that the alleged mature leaders in your company will likely treat you as someone taking part in some strange industrial espionage ritual.

Why Can’t Life Imitate Art?

Bryan Brown’s Doug Coughlin said it best in 1988’s Cocktail: “Coughlin’s Law: Bury the dead. They stink up the joint.” Companies and leaders need to figure this out and get over the natural turnover that occurs in American business today. People leave, it doesn’t make them the enemy. It does, however, make you look like an ass when you overreact to it.

Stop the Madness – Social Networking is not a Panacea

You’re Not Ready for Social Networking

A colleague who operates a retail franchise asked me my thoughts about incorporating social networking into his Internet sales efforts. Currently, he tracks about 35% of his sales directly to customers who first contacted his store via the Internet.

As I explained to my colleague (without trying to sound like a killjoy) I have no doubt that franchisees can and do sell their wares using Facebook, MySpace and Twitter. The question, however, should not be “How do I use social networking to drive sales?” but rather “Am I ready to use social networking to drive sales?” For 99% of the franchised retail locations out there, the answer is that you’re just not ready.

“Internet sales” (let’s not call it Internet marketing just yet) is an evolution. Think of your Internet sales approach as a “crawl-walk-run” strategy and determine where your store is using this scale. For example, if you’re not closing 20% of the leads generated by your website, then you’re still crawling. Put some processes and training in place to make sure you’re selling all of the low-funnel buyers before spending hours maintaining a Facebook page to possibly attract high-funnel browsers.

I Think I Can Fly

Social networking, you see, is in the flying stage of the crawl-walk-run continuum, because it takes roughly 100 times the effort to generate one sale as a good old fashioned salesman following a good old fashioned process working a good old fashioned lead. The ROI is just not there. Spending time managing a company MySpace account without successfully managing the leads and calls you’re already getting is like skipping first, second and third base on your way to home. It’s just not a homerun if you don’t touch all the bases.


I gave him a few examples to help him determine where his store was on the crawl-walk-run continuum:

You’re still crawling if:

  • You don’t have a written, clearly defined Internet sales process that includes at least 90 days of follow-up;
  • You’re not actively managing your store’s online reputation; and
  • You don’t currently collect 99% of customer email addresses in your store.

You’re just walking if:

  • You’re not logging at least 90% of your inbound sales calls in your CRM tool for future follow-up;
  • You’re not sending monthly, targeted email messages to your database (and I’m not talking about an e-newsletter here); and
  • You don’t have a clearly defined SEO strategy that includes managing your presence on the local searches.

You might be running if:

  • You’re consistently closing 20% of your Internet leads and phone ups;
  • You employ an effective SEM strategy; and
  • You’ve exhausted all the traditional leads sources available to you and you are actively seeking new ways to drive customers into your store.

But Twitter is Cool

The sad truth to all of this is that the cool stuff you can do on the Internet in the retail business, like social networking, is useless to an Internet sales department that has failed to do the heavy lifting first. We all want to do what’s new and glamorous, but there are no magic bullets in sales – it all takes work and 99% of that work is not glamorous.

This is not to say that social networking can’t have a huge impact on a brand, because it can. As I explained to my colleague, leave the bulk of the social networking to the manufacturer (the owners of the brand) until you’ve successfully harvested the low hanging fruit for your store.

Leadership Development Blogwatch – March 2009

Best of the Leadership Development Blogs

Whenever we’re unsure about whether we’re including too much leadership development and not enough general business fun and digression on AskTheManager.com, we develop the latest Leadership Development Blogwatch and realize that the blogosphere is so filled with junk science, juvenile opinions and professional hucksters that we should almost be forced to include more about how to develop the next generation of leaders and less of the fluff.

Lucky for us (and you) there are a few great leadership writers on the Web who crank out some terrific advice. This time around, we found a few gems including great articles from the likes of Paul MacDonald and Dan McCarthy (among others), and a couple of worthy posts from our friends at Catch Your Limit Consulting:

Reverse Mentoring

Catch Your Limit Consulting is a strategic management and marketing firm headquartered in Tallahassee, Florida with an office in Richmond, Virginia.

Striking the right chord  

When I was in high school, (and now, whenever I have the time to enjoy it), my life was music. On any given day, I’d spend at least 3 hours playing my




Leaders on Leadership: Your Experience + The Leadership Talk
Collaboration: An Important Leadership Development… Building Trust in the Workplace: A Valuable Topic … Modern Managers Need Leadership Skills · The Listening Leadership Talk · Home-Based Business Leadership Skills

Great Leadership: Where Have All the Leaders Gone? Open Your Eyes …
In my work, having been responsible for leadership development at three different companies, I see and hear about them every day. It’s a common practice for leaders to take “360 degree” assessments, where they collect feedback from …

Leadership Development Blog » Liars and Outliers – By Envisia Learning
HOT READS FOR THE PRACTIONER. Title: Outliers. Competency: self-development, coaching talent (especially those entering the workforce), performance evaluation, career management …

Intentional Leadership: Chesley Sullenberger: A True Leader
Strategies for Leadership Development in Lean Time… Setting Personal Goals · My (Crazy or Arrogant?) Views on Organizational Cu… Strategic Silence · National Day of Listening · What do Great Leaders Do? …

Traits of a Bad Boss : Industrial Market Trends
The result of hiring unprepared managers or promoting employees to managerial positions without providing proper guidance: “Effective leadership development can ultimately make or break a company’s performance,” …

Succession: Are You Ready? Tackles Toughest Management Challenge
Marshall Goldsmith’s blog from Amazon.com. Goldsmith has been heralded as one of 50 great thinkers and leaders who have influenced the field of management over the past 80 years, while Business Week listed him as one of the most influential practitioners in the history of leadership development.

Survival Leadership: The Effects of Layoffs on Surviving Employees
Survival Leadership. Leadership Development from a Top Executive Coach. Also, visit www.SteveGladis.com. Leading in a Downturn Economy. Leading in a Downturn Economy Survival Leadership.

Breaking Barriers: “Manage Like There Will Be A Tomorrow”
Dr. Jesse Sostrin is a sought after consultant and speaker working at the intersection of personal and professional development. He is the founder and president of Sostrin Consulting, an organization and leadership development firm

Leading Blog: A Leadership Blog @ LeadershipNow: Lincoln’s Lessons
Books · Change · Communication · Creativity & Innovation · Education · Ethics · Five Lessons · Followership · General Business · Government · Human Resources · Interviews · Leaders · Leadership · Leadership Development

Successful Managers Handbook Develop Yourself Coach Others
D. Bradford Neary Director, Executive & Leadership Development Medtronic, Inc. “No manager’s toolkit should be without it…indispensable.” — Greg Schaefer Manager, Curriculum Development Learning & Development Rockwell Collins

 

Leadership Development Blogwatch – January 2, 2009

 

Best of the Leadership Development Blogosphere

We scoured the Leadership Development posts and articles for the past several weeks to find just those precious few that deserve your attention:




Are Leaders Born Or Made?
Marshall Goldsmith and Howard Morgan studied the progress of 88000 managers who had been to leadership development training. The people who returned from the training, talked about it, and did deliberate work to apply their learning

Growing Leaders From Managers
Another leadership development opportunity is carefully providing nascent leaders with a low risk opportunity to demonstrate their abilities. These opportunities manifest themselves through leadership assignments on special projects or …

Five Tips For Leading with Integrity
I just released Five Tips For Leading With Integrity and wanted to share those with you here. Leaders must embrace and maintain steadfast ethical standards. They must foster the company’s commitment to employee stewardship and …

How Resilience Can Make or Break a Leader
Jack Welch, in his extraordinary book “Winning” notes resilience as one of the most important characteristics a leader can have: “The fourth characteristic [of senior leadership] is heavy-duty resilience. Every leader makes mistakes, …

Leave Me Alone! and other Leadership Development Strategies
For the past few months I have been seeking the advice of established philanthropic leaders from across the country to hear about what they did in their first few months on the job, how they balance work and home, and how to balance …

Real Leaders Eat Last – The Psychology of Leadership in the New …
… Designing individual effective leadership development programmes to groom next generation leaders within your company; Utilising “Real leaders eat last” and other unconventional concepts for leading staff in the new millennium …

Leaders on Leadership: Leadership Power Stress: (Part 2) Three …
Like many leadership development tasks, it is best to engage the services of a qualified executive coach. This is part 2 of a 2 part article on Leadership Power Stress by author Patsi Krakoff. In part 1, we examined the …

Doing It Right: Passion Part VI – Sacrifice
Let’s say you have preached about leadership development. Have you allocated resources to teach and engage the front line leadership in the organization? Don’t tell me where your priorities are. …

Coaching Tip: The Leadership Blog: Changing Minds within a Culture
“The crux of leadership development that works is self-directed learning: intentionally developing or strengthening an aspect of who you are or who you want to be, or both.” Primal Leadership by Daniel Goleman, Richard Boyatzis & Annie …

Trust Isn’t Everything — It’s The Only Thing
Coaching, Leaders in the News: Good News, Leadership Development. When Sam DiPiazza, CEO of PriceWaterhouseCoopers, appeared for an interview and student Q&A, he spoke of a childhood lesson that shaped him. Click on “losing the public …

 

Leadership Development Blogwatch – November 23, 2008

 

Best of the Leadership Development Blogs

The past two weeks on the Leadership Development blogs delivered a middling of mediocrity and only a few top posts. Whether due to the economic turmoil or to some post-Halloween hangover, some of the strongest leadership writers have been quiet. (Luckily, we had a few posts, as did Dr. Earl R. Smith II.)

The AskTheManager.com editors chose the following posts to represent the best of the Leadership Development blogs for the two weeks ending November 23, 2008:




Diminishing Return
If you’re like me, a type A, then the idea of one more call or sentence is a lure. But the reality is we reach diminishing return well before we think. This is not only an issue for type A people. It really flows through our culture (in

Top 100 Best Books for Managers, Leaders & Humans
Marshall Goldsmith, Mark Reiter (leadership development, executive coaching, leadership). 8, Built to Last: Successful Habits of Visionary Companies Jim Collins, Jerry I. Porras (business, management, leadership development, leadership)

Governing in a Crisis
Risk management committees should also assess the corporation’s leadership development programs. A crisis demands strong leadership on the scene and in the boardroom. The CEO must provide direction for the company to find its way out of

5 ways to develop leaders
This leadership industry of selling goods and services shows there’s tons of interest in leadership development amidst organizations of all kinds: government, business, corporations, non-profits, ministries, churches, et al.

The First 90 Days Critical Success Strategies for New Leaders at
The First 90 Days should be incorporated into every company’s leadership development strategy, so that anyone making a transition in an organization can get up to speed quicker and smarter.” -Suzanne M. Danielle, Director of Global

Leadership Development and the Future of Business
What is the Future of Business and why is Leadership Development important? Well, since I am not a psychic nor of divine providence, I, like you, can only guess. However, there are some clear writings on the multitude of walls around …

Thoughts on Leadership from Madeleine Albright
Found this yesterday on the Wall Street Journal Online. Ms. Albright gives some interesting thoughts on leadership and women’s issues. I noticed her embrace of community (reference her reflections on her time at the UN) as well.

Assess and Fine Tune Your Leadership Skills
Remember that we are talking about a leadership development process that extends for many years – leadership development is a preparation for the future by developing the skills and abilities of the present. My leadership coaching helps …

Goldman “Leaders” Choose Poverty over Incarceration
Goldman Leaders Forgo 2008 Bonuses In a recent email from one of our readers, we were asked to weigh in on the Goldman Sachs Group’s leadership decision to request no bonuses for the current calendar year. What are your thoughts on the …

Leadership Development Coaching
Smith specializes in turnaround management, strategic planning, leadership development and executive coaching. He also works as an executive and/or life coach in the areas of personal growth and spirituality. He is the author of Amazing …

The Leader’s Gift-Giving Guide – Holiday Gifts Everyone Can Use
Holiday Gifts for the Office Crowd ‘tis the season to think about all the people who helped you get where you are today. Whether you are a senior leader or an up-and-coming manager, it’s important for you to thank those who make an …

How Small Business Owners Benefit from Coaching
Smith specializes in turnaround management, strategic planning, leadership development and executive coaching. He also works as an executive and/or life coach in the areas of personal growth and spirituality. He is the author of Amazing …

The Two Paths to Great Leadership
Two roads. Had a great conversation with Marc yesterday. We spoke a lot about future plans with our two companies, but it was his brief statement below that made me pause:. “You have two paths you can go on in this environment. …

Young Managers Can Learn from Old Sayings
Old Sayings are Often Gold Sayings Yes, that hackneyed phrase was as hard to type as it is to read, but I used it to illustrate a point: an ounce of prevention is worth a pound of cure; you do reap what you sow; and actions do speak …

Mastering the Art of Leadership
Through leadership development. Why? Because good leaders are made and the process itself is a continuous process of improvement. Here are seven ways to begin developing your leadership right away. Develop your hard skills through …

How to find a leadership coach
They impart special skills through techniques and seminars and deal with issues like personal growth, leadership styles, leadership development and much more. Here emphasis is more on making the management team members more effective …

 

Goldman “Leaders” Choose Poverty over Incarceration

Goldman Leaders Forgo 2008 Bonuses

In a recent email from one of our readers, we were asked to weigh in on the Goldman Sachs Group’s leadership decision to request no bonuses for the current calendar year.

What are your thoughts on the following article?  How does this reflect leadership during these troubled times? – Tye Mills

(To read the article Tye mentions, follow this link.)

Lloyd Blankfein, CEO of Goldman Sachs, and six other top executives asked the board’s compensation committee to skip them during bonus time this year.

Pardon us if we don’t cheer.

While it is certainly admirable that these executives would take a seemingly proactive step to helping right the ship at Goldman, this decision should have come from the board (not from the executives) and should have come much sooner than November 2008. (In the nature of full disclosure, the executives likely gave up their bonuses because Attorney General Andrew Cuomo warned them last month that the bonuses might break New York State law.)

We never begrudge any executive their compensation nor any corporation their profits. This is the way our system works; and our system has worked better than any other in the history of the world. The prosperity enjoyed from Joe Six-Pack to Joe the Plumber is in large part due to the spoils enjoyed by the executives of the Fortune 500.

Take away their incentive to make money and you take away our standard of living.

Further, the seeds of destruction at corporations like Goldman and Lehman that plunged the world into economic turmoil were not planted by large bonuses. Rather, it was inattentive executives and especially their boards of directors who drove us off this cliff – while laughing and smiling all the way to the bank.




But How Will They Feed Their Families?

TheManager will not get a bonus this year, either. Not because I petitioned the board, but because my bonus is set up to pay out only when the shareholders make money. In 2008, my company’s shareholders lost quite a bit.

The removal of truly performance-based bonus pay is where most executives and boards have failed the owners of their companies; and why many of these men and women should be in jail. Leveraging your shareholders for personal gain, as Lehman has been reported to have done, by ratios of 30:1 or worse is criminal. No owner (and that’s what stockholders are) would ever agree to assume risks of this magnitude.

Before you worry about poor Lloyd and his crew, they will still receive roughly $600,000 each in base salary this year. Additionally, we can only wish that they were able to save some of their bonus from last year. (Just as the wheels of the economy were coming off in 2007, the top three executives at Goldman Sachs made more than $57 million each.)

It’s No Longer a Free Market

Companies, and especially their highly paid executives, have argued that multi-million dollar bonuses were necessary to “to attract and retain top talent.”

Top talent? By top talent, I’m hopeful you don’t mean Dick Fuld of Lehman or even Lloyd Blankfein.

Before we break our arms patting old Lloyd on the back, let’s remember that Blankfein was the CEO when Goldman posted a 70 percent drop in profits last quarter. Additionally, Blankfein was the CEO when Goldman stock plunged 69 percent this year. Doesn’t sound like bonus time to me.

In a free market, Goldman is free to pay its executives whatever they can grab. However, the market is no longer free for Goldman, Morgan Stanley and many other firms. Goldman, you see, took 10 billion of your tax dollars in the recent bailout. This makes them, in our opinion, a quasi-governmental entity. At the very least, they should be heavily regulated until we get our $10 billion back – this includes their executive compensation plans.

Back to Tye’s Question

Tye asked, “How does this reflect leadership during these troubled times?”

Tye, if this were truly a leadership move and not a classic CYA*, I would be impressed. I am not.

I would have been impressed if the leadership of Goldman Sachs had taken the long view toward building wealth for their shareholders and clients instead of focusing on their multi-million dollar paydays.

Once Goldman became a publicly traded entity in 1999 they moved the risk from themselves (the partners) to the shareholders. Without the risk, they were like drunken coeds on South Padre Island waiting for their shot on Girls Gone Wild.

Leadership is about service and sacrifice. Giving up a bonus because you’re afraid to go to jail is self preservation. Self preservation is as far from leadership as $57 million is from $600,000.

To read some interesting notes about the current crisis and how we really got there, check out a great article published last week by Liar’s Poker author Michael Lewis. It brings some closure to the fall of Salomon Brothers and some great insights into today’s troubles. Lewis convincingly argues that Salomon’s move from a partnership to a publicly traded corporation led to the current collapse. To read Lewis’ article, follow this link.

*Editor’s Note: CYA is code for “cover your ass.”

Leadership Development Blogwatch – Post Election Edition – November 5, 2008

 

Best of the Leadership Development Blogs

Partly due to the 2008 Presidential Race and partly due to the NFL season (now in week 10), we’ve had trouble finding too many great posts or articles on the Leadership Development blogs.

What we could find in the last few weeks was often too mediocre to recommend to our readers (we really do care about the tens of you who read this blog). However, given that we haven’t identified a best of the best in a month, we felt we should at least share with you the best of what we did find (it isn’t saying much). So here without further blather are the fattest guys in Ethiopia (also known as the Best of the Leadership Development Blogs):

(Editors’ Note: some of these are actually pretty good.)




Leadership Development – Good Board Governance
Leadership development is an often-overlooked issue of board management. Boards need leaders – experienced and well based in critical areas. It also needs professionally qualified members who both understand and are able to meet their

What Vision and Goals Mean
Mountain range photo. Conducted a workshop this weekend for a company around vision and goals. It was a great group to work with. I was truly honored to leave my imprint on their management team. I got to thinking this morning about why

New Managers – How Do You Keep From Getting Run Over?
New Managers – Avoiding the Inevitable Traps AC from Saskatoon, Saskatchewan (that’s in Canada for the geographically challenged leaders out there) wrote us in August for some advice on how to gain respect as a new manager.

Leadership Development: “This is Squishy Feely” Stuff
It’s not uncommon to run into resistance from the senior members of an organization that has just recognized that it might be good to professionalize and improve talent development and acquisition processes. I can even understand the …

Your Leadership Legacy
An exercise that visits the defining moments that have most influenced your leadership development can help you pass on to future generations how you learned to lead. Defining the important milestones you experienced to make you the …

Taking Responsibility – A Step Toward Progressive Leadership
Carole is President and Executive Coach of Progressive Leadership, offering executive coaching, organizational development consulting and leadership development training. Improve your business relationships, communication, …

Corporate Ethics and Good Governance Leadership
Smith specializes in turnaround management, strategic planning, leadership development and executive coaching. He also works as an executive and/or life coach in the areas of personal growth and spirituality. He is the author of Amazing …

Personality-focused coaching for leadership development.
Meanwhile, coaching has become a well-established method of one-on-one leadership development in many organizations. Given the research investigating the relationship between the FFM and work-related behavior and performance, …

Career Paths to Leadership & Leadership Development
Every one of those opportunities is a part of a lifelong curriculum of leadership development. Leadership is learned by doing, though others (positive and negative role model), sometimes hardships, and by more formal learning (books, …

Lessons of Leadership Development
Timeless advice on leadership from Nelson Mandela. Take a moment to think about how each of these 8 lessons will help you in developing into a strong leader, which is essential for small business success. …

What if Leaders Were Allowed to Design and Deliver Their Own …
So here’s my message to senior leaders: You don’t have to leave leadership development up to the training or HR departments. You can do it, with a lot of commitment and perhaps little bit of help. Instead of bemoaning the lack of …

Leaders at All Levels
We must abandon our traditional leadership development practices, they’re not working. The Apprenticeship Model is a rigorous system for providing experiences and feedback that are tailored to accelerate each leader’s development. …

 

Sales Management Blogwatch – October 31, 2008

The Best of the Sales Management Blogs

The editors of AskTheManager.com pulled some of the best posts and articles from the past couple of weeks and assembled them here for your reading pleasure. Enjoy!

Selling is a Profession to be Proud of
I am a sales trainer and coach; I am a sales management consultant; I am a writer and speaker; and I am a salesperson. As the owner of a sales training and management consulting company, I don’t have the luxury of concentrating on just

The Seven Myths of Sales Management
Being a sales manager is one of the most difficult jobs on the planet. It requires a thorough knowledge of virtually every aspect of the business. And it suffers from a high turnover because the sales manager is ALWAYS the scapegoat

Share expert tips with your clients and sell more
Using a video blog like this one below is just so easy to do these days. It does not require sophisticated equipment to create your own video blog. You can shoot a 2 – 5 minute video tip on a very simple camera, upload it to YouTube,

Ten Tips to Tap the Power of Prospecting 
Many salespeople prospect little, if at all, for two primary reasons: they are so focused on short-term results of their job that they fail to build a career and they become …

Sales Prospecting for Appointments by Email
A salesperson for a silicon valley software company, Sabrina was tasked with calling on CIO’s in Fortune 1000 companies. Her cold calling skills were a bit rusty, and she was under serious pressure from sales management to produce. …

It’s Your Move: Keeping the Sale Moving Forward
One question I hear from salespeople on a regular basis is: “what do I do after the initial meeting with the prospect to maintain contact and increase their interest?” The question from their point of view is, “what do I say when I …

Sales Management Newsletter – Your Sales Funnel: Fiction or Reality?
How much business do you have in your funnel? That’s not a rhetorical question. Look up the number – and then remember it because by the end of this article, it’s going to be a lot smaller. That’s because most sales organizations’ …

How to Connect Better to Increase Your Closing Ratio
Have you ever wanted to increase your closing ratios? The first thing that will improve the number of people most people ever close is to actually have enough contacts. I’m not talking about just more…

Turn Your Client Database into Gold
Right this minute, you are probably sitting on tens of thousands, maybe hundreds of thousands of dollars worth of commissions. Most registered reps have a database of current and past clients whose potential referrals are worth several …

Attitude, Expectations, and Reality
“I have to work harder than before, but even so, my sales this month will be better than last October’s.” “My prospects and clients are certainly feeling the pinch of the economy and they’re fearful. But I also closed the biggest sale …

Keeping Sales Associates Motivated
What can sales management do right now to ensure a healthy pipeline down the road? At TBD, we believe that good leadership is key at this juncture. Sales management needs to stay close and committed to two-way communication and coaching …

Applying the Concepts of Continuous Improvement to Sales Leadership
Growth depends on sales and sales depends on your sales management systems. But surprisingly, many companies pay scant attention to managing this critical area. Are your sales management systems as fine-tuned as your other business …

Sales Management Style – The Positive Motivator
Regardless of its implementation, having a Positive Motivator Style in your Sales Management is another foundational key to having a successful Sales Organization. What are your thoughts on this? What are your favorite stories, …