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 –...
Sales & Revenue Leadership: What I Believe in 2023
“I believe…” It’s a professional exercise I do every year…to revisit my beliefs about our profession. Have you ever written down your professional beliefs? Throughout history, the beacons of industry all did it…and often published...