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Why do so many salespeople try to hide their failure?

We all know that making mistakes isn't fun and that owning up to them can be even more nerve-wracking than realizing you made the mistake in the first place. But rather than quickly owning up to a mistake and moving on, why do so many people try...

Steps toward acquiring a leadership role

What steps did Sara Gupta, VP of Sales at Amperity, take to acquire a leadership role and how have her main focuses changed over time?

Check out this clip to learn more.

What does a leader look like to you?

What makes a great leader? Check out this clip where Sara Gupta, the VP of Sales at Amperity, discusses her top leadership focuses as well as the beliefs she needed to change to become a better leader.

Data Analysis on the Impact Managers Have Motivating Salespeople

 

There is a lot that goes into effective sales coaching, but the research and results are real and measurable. Yet, even though coaching is where half of a sales managers time should be spent, there is little to no formal training and coaching...

How the Data Proved Me Wrong About Sales Managers

Last week I presented brand new data on sales managers and their impact on their salespeople. If you were one of the sales managers and executives with growing teams that were there- thank you for your questions, the conversations in the hallways...

How true is the saying 'As goes the manager, so goes the team'?

Last year a sales manager asked for sales coaching because he “...didn’t want his shortcomings to become the collateral damage to his team.” After going through a 3-6 month program to ‘coach the coach’ and the team at the same time, his SaaS...

Are you setting your new sales hire up to fail?

Imagine if your teenager was taught to drive by spending only a week or two watching training videos and sitting in the passenger seat watching you and others drive. Would you want them driving you across the country? Or even just across town in...

What a failed sales hire really costs and how to reduce the risks

It is pretty normal at the beginning of the year for many companies to start hiring salespeople, or to at least start thinking about hiring. When I ask VP of Sales and CEOs what their ideal salesperson is like and what they will need to...

8 Competencies a VP of Sales Needs to Succeed

Lately several VPs of Sales have approached me or been referred to me. Some want help understanding what is happening with their sales force. Others are new to the role and “need to make sure this goes right” to prove they can do it. Others are...

What can you do now to impact Q4 revenue?

“Do I need to hire a coach, or a trainer?”

A little background: This question has come up several times over the past few weeks, but with different variables because everyone’s business and situation is different. When I start noticing patterns...