The Sales Manager’s Mentor

My friend Jeff Lehman has a new book coming out.  I’ve read a preview copy.  It’s entirely different from his last one, The Sales Manager’s Mentor (Second Edition).  
I met Jeff at the National Collegiate Sales Competition a few years ago, where we were both judges. He was just finishing the second edition of Mentor. I read through every page of [...]

Irish International Selling CEO Workshops

I finished up my second CEO workshop this afternoon in Limerick as part of The Dublin Institute of Technology/Enterprise Ireland International Selling Programme.  We covered three critical success factors for building and scaling a sales capability for international trade: Hiring, Compensation, and Qualification and Prioritization (as it applies to the pipeline and forecast at the CEO-level).
The high [...]

Hiring, Compensation and Qualification

I’ll be headed back to Ireland next month to facilitate two one-day workshops as part of the CEO Series for the Dublin Institute of Technology and Enterprise Ireland’s International Selling Programme.  I’ll be working with 60 CEOs and managing directors over the two days.
The topics require a bit of explanation.  Each is a critical capability for a CEO [...]

Salespeople Will Do What You Pay Them to Do

I wish I could remember where I first heard, “salespeople will do what you pay them to do.”  That’s a timeless truth about selling if there ever was one.
During the research process for an article I’m writing, I came across a piece written by Maureen Hrehocik entitled, “Secrets of a Successful Comp Plan.”  Only now do [...]