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Sales Leader:  “Dave, what do I have to do to get my team firing on all cylinders?” Me :  “It’s actually not that complicated. You have to raise your standards…” Sales Leader:   “Raise my standards? I can’t do that. Their targets are already stretched as it is!” I’ve been trying figure out why this conversation has been popping up so often lately. I’m starting to understand that it’s because sales professionals have completely lost the meaning of these two words.  So I figure

Let’s play pretend for a moment.  Say you’re thinking that it’s time to finally equip your teams with cutting-edge skills and knowledge. You suddenly realize that you don’t have the internal resources to take your training department or programs to the next level. Now, cue the internal debate…  You sit in a meeting room or virtual meeting asking yourselves, “Do we go down that long, tedious, and costly road of hiring a trainer? Or maybe we should look at outsourcing sourcing

I’m not sure why, but lately the old algorithms have been feeding me content on “paying it forward”.  So much so that I was starting to think the universe is trying to send me a message.  Lo and behold, this morning it dawned on me in the middle of a coaching call with a veteran sales professional.   Picture this.  We were getting this sales professional prepared for a cocktail where he would be rubbing elbows with some high-level C-suite prospects he’d been targeting.  We go