Like Covey says, "Begin with the end in mind." I would have been better off figuring out "why" I was going before I committed to go, or where to go.

A necessary part of leading teams is followers. If you don't have followers, you aren't leading anyone.

If you get drunk, drive home, and arrive without getting arrested or hurting anyone, was it a good decision? Why manage your team with this mindset?

People like to do easy things. But easy things rarely get results. Why? Because everyone else is doing them!

As a sales manager, I interviewed a great candidate. But HR didn't like that his former employer wouldn't verify employment. So I asked, "Can you stop me from hiring him, or just not support me doing it?"

If you are still selling the way you did 5 years ago, I applaud the discipline & consistency. But, you are leaving money on the table.

I was always bad at interviews and I still am. However, this does not mean that I cannot to the job. Here is a short story of one interview that led to something much bigger.

It's easy to manage a sales team when things are humming along without problems. But it's the "UN" that differentiates leaders from managers.

If a drunk driver makes it home safe, was driving a good decision? Should they repeat something based on the outcome? This is the fallacy of a "results-only" sales culture, or any culture.

Some of the toughest people I know are women. Some of the best selling rap albums are from white guys. Stereotypes may serve a purpose, but they lead to dumb decision making in business.

Good sales reports tell you who’s working, who’s not, and what their results were. Great sales reports go one step further.

Sales leadership is not about constantly "motivating" your team. It's about building a team of capable people that are motivated from within.

When I made the decision to do my first triathlon, I simultaneously made the decision that I was already properly conditioned for the race and would not train. What could go wrong?

What do 15 years of martial arts and sales leadership have in common?

Great coaching dramatically improved my performance.

That’s why I’m paying it forward.

When we think of the smartest, most strategic companies right now, like Amazon, Netflix, and Google, one thing that distinguishes them from so many others is the ability to visualize the future accurately, create plans to capitalize on it, and execute those plans well. A little luck never hurts along the way either, but luck alone can’t account for these giants.  

My management career started unexpectedly. With a move that could have, and in some cases would have, put me out of a job, I found myself with new responsibilities.

Being the “expert” in your prospect’s business, “establishing credibility immediately,” and “bringing a piece of information that shows you understand the prospect’s business right away” is great advice to salespeople that are an expert, have credibility, and do understand the prospect’s business. What if you don’t?

20-years of working with—and on—small and midsize businesses to address growth related challenges has given me some insight into the most obstacles out there. In one way or another, the source of many of these problems I’ve seen can be traced to strategy. These are the most common mistakes I’ve seen, and how to avoid them.

Businesses that want to survive COVID-19 must maintain consistent and relevant communication with customers throughout the pandemic. Here's how to do it.

It’s tough to design a sales comp plan that works for every situation. But these are some sure signs your current plan needs improvement.