The Beginnings of Sales Management
The Beginnings of Sales Management Where did sales management as we know it today come from? Times like these… Where did aggressive “make the number” sales tactics come from? Same answer; times like these. At the beginning of the 1900s, an executive’s core focus was...
Setting Sales Quotas: What History Got Right
Setting Sales Quotas: What History Got Right Over the past few weeks, I’ve been studying the history of quotas and quota setting during the dawn of the modern sales profession. Namely, from 1900-1930. In the process, something hit me right between the eyes!...
Could a Lay-Off Be a Blessing?
This may be a stretch…but I heard a story last night that reminded me of something – when something that seems awful at the time turns out to be a blessing. It was the story of bowler Bill Fong. So, in bowling, a perfect game is 12 strikes…a score of 300. It...
What Salespeople Want: The Drivers of Intrinsic Inspiration
What Salespeople Want: The Drivers of Intrinsic Inspiration & the PRAISE Model I am not a neuroscientist. However, as a revenue leader, I was always drawn to the research; reading about it, making sense of it, and trying to apply it to the world of selling –...