Every sales team has them: sales reps who consistently miss their quota, don’t appear motivated, or, when you try to help them, do better for a while and then drop back down into underperformance.  As a manager or business owner, it’s frustrating trying to get these underperforming reps to do better.  And as a sales [...]

Every Monday morning, Peter King of Sports Illustrated publishes an online
recap of the previous NFL Sunday called, “Monday Morning Quarterback -
MMQ.”  This is required reading if you’re an NFL football fan, and even if
you’re not, it’s entertaining and filled with great insights.
In last week’s edition (10/2/11) I read this brief story in his Travel
Note of [...]

Every Monday morning, Peter King of Sports Illustrated publishes an online recap of the previous NFL Sunday called, “Monday Morning Quarterback – MMQ”.  This is required reading if you’re an NFL football fan, and even if you’re not, it’s entertaining and filled with great insights.
In last week’s edition (10/2/11) I read this brief story in [...]

Do you suffer from call reluctance? No matter how experienced you are – or even how successful you are – picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult.
If you find that your phone has seemed like a 200 lb weight lately – you know, [...]