CRM (Customer Relationship Management) software made its way into the lives of sales professionals with the introduction of the PC software, ACT!, in 1986, and the client-server software, Goldmine, in 1989. The dotcom bubble took these apps online and soon spawned Salesforce.com - the 800 lb gorilla of the CRM industry. Instead of tracking customer contact information … Continue reading Are You A CRM Master or Slave?
Sales reps are the engine that drives business, and the sales manager is the mechanic that keeps that engine running at peak performance. Top sales reps do not need their sales manager to micromanage their activity or close deals for them. Instead, high performing sales professionals want their manager to help clear obstacles from their … Continue reading Help! My Sales Manager Needs A Sales Manager!
Underperforming sales reps turn their sales manager into a nanny, nag, or worse still, a narc. Top sales reps know how to leverage their sales manager to make them even more effective. If you are one of those sales reps who is constantly making excuses for failing to meet quota, while you secretly know that … Continue reading 3 Reasons to Love Your Sales Manager
The Carrot Principle by Gostick & Elton asserts that “The Basic Four of Leadership” (Goal Setting, Communication, Trust & Accountability) are accelerated when purposeful recognition is employed by leaders. Below I will summarize the impact of recognition on each of the Basic Four. Goal Setting Accelerated One of the powerful ways that recognition reinforces goal … Continue reading The Carrot Principle – Why recognition is like “Miracle-Gro®” for your sales team.
In 2007, Adrian Gostick and Chester Elton published “The Carrot Principle”. Its premise and supporting data show how managers using purposed-based recognition (specific, task-based & timely acknowledgement of a job well done) gain a competitive advantage. They also: https://ssl.google-analytics.com/ga.js Have lower turnover rates Achieve enhanced business results Are seen as much stronger in what they … Continue reading How to Engage Your People, Retain Talent and Accelerate Performance
How the CEO of Herman Miller, Inc. changed the way I view delegation. Max De Pree became a well known as a successful business leader as CEO of Herman Miller - the primary innovator in the furniture business for 60 years and regularly included among the top twenty-five firms on FORTUNE's list of most admired … Continue reading The Leadership Wisdom of Delegating