Being distracted away from our daily sales activity is easier and more innocent than we realize. Sure there are the obvious “guilty” distraction...
Read MoreMotivation
Shocker 1: Sales Reps generally do not enjoy weekly check in calls with their managers. Shocker 2: Sales Managers generally do not enjoy weekly ch...
Read MoreEffective Sales Rep 1:1’s
Today we are going to talk about sales rejection and how to help your reps battle the negative emotions it causes. To do that, I’m going to take y...
Read MoreCelebrate Rejection
You’ve probably heard that first born children are the highest achieving people by many income and intelligence measures. Have you ever thought abou...
Read MoreDeveloping Reps through Feedback
Recently I read an interesting statistic: People tracking their calories underestimate by 25%. I guess that would explain why so many diets “don’t...
Read More6 Tips for a Successful New School Year
Last week a humbling episode reminded me of something really important about success in B2E sales. This is a direct sales business. Voice to voice, fa...
Read MoreDon’t be afraid to get your hands dirty
In “The One Hour Manager” I listed opportunity among the seven things I would like in my sales environment as a rep. Every sales organization can ...
Read MoreDeveloping a Culture of Opportunity
I’ve interviewed a lot of B2E reps. As a group, the people drawn to this vocation derive intrinsic value from improving educational outcomes. Most o...
Read More7 Ways to Support Your Reps
We teach our reps that they have two ears, one mouth, and there’s a master plan behind those proportions. But when it comes to managing your sales f...
Read MoreAre You Listening to Your Reps?
In “The One-Hour Sales Manager” I shared a list of all the things I’d like to have in a manager. I created that list in my last hour before taki...
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