Sales managers who manage their teams by focusing on sales results suffer the same consequences as drivers who steer by looking only in the rear view mirror. I have driven many miles with two warp-speed children in my back seat. (Don’t worry, they’re mine!) Most sales managers laugh when I describe the fenders I almost … Read more »
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Are your field sales people taking your brand to market? If you hear multiple answers to the question, “What is our company’s sales process?” you are diminishing your return on investment in branding. If you were a rancher in the Old West, branding was simple. Your ranch hands heated artfully bent pieces of iron and … Read more »