One of the biggest mistakes I made in my leadership journey was misunderstanding how accountability actually works. … [Read more...] about Have you misunderstood accountability?
How Often Should You Coach Your Salespeople?
Eighty percent of sales managers say they coach their teams. Yet only 48% of salespeople say that they receive coaching, and only 13% find it … [Read more...] about How Often Should You Coach Your Salespeople?
Where You Lost The Sale, How to Win It Back: Jennica Dixon’s New Book Tells All
Most complex sales are lost long before the sales team realizes it. That’s the contention of a new book by the father-daughter duo, Terry Slattery and … [Read more...] about Where You Lost The Sale, How to Win It Back: Jennica Dixon’s New Book Tells All
New Leadership Structure to Guide Membrain Into Its Next Evolution
I’m excited to announce substantial recent changes to the way our leadership is structured at Membrain. … [Read more...] about New Leadership Structure to Guide Membrain Into Its Next Evolution
Four Things Coaching is Not
Most sales managers think they are coaching more than they actually are. And most salespeople feel less coached than their managers think they should. … [Read more...] about Four Things Coaching is Not
Three Sales Coaching Lessons I Learned While Skiing
I have always loved to ski. It’s one of those activities that inevitably gets me into a state of flow. I used to regularly, but recently realized it … [Read more...] about Three Sales Coaching Lessons I Learned While Skiing