The high producer BLOG
We teach leaders the secrets to avoiding mis-hires and getting industry-leading results from their teams.
Learn the single Biggest Mistake
companies are making in hiring salespeople that is costing them millions...even the best and brightest are making!
RECENT POSTS
Foster a Culture of Proactive Accountability in Your Sales Organization
Here’s the scoop: a recent study found that just 16% of sales managers effectively hold their teams accountable. Even more concerning is the prevalent reactive approach to accountability, often coming into play only "after the ball has dropped." This reactivity tends...
Top 5 Reasons Sales Teams Underperform—and How to Improve Sales Performance
Underperforming sales teams don’t just miss quotas—they waste valuable time and resources. According to McKinsey, many B2B sales teams spend over 50% of their time on low-revenue customers, leading to lost growth, poor morale, and strained leadership dynamics. These...
18 Questions Essential to know the Answers
18 Critical Insights for Driving High Sales Performance As the new year begins and the proverbial odometer resets to zero, the key question remains: Will maintaining the status quo be enough for your team to hit their sales targets in the new year? For many business...
Contrary To Beliefs You Can Find Top Sales Talent
I know many executives cringe when they look at the cost of turnover of sales people in the organization. Many find it hard to pinpoint the exact cost, they only know it is staggering when you add up all the costs. (If you're curious about your total cost of hiring...
3 Reasons You Aren’t Attracting Top Sales Talent
I don’t think anyone will debate the point that attracting and hiring top sales talent is one of the biggest challenges that companies face today. The truth is, the talent you need exists – but it’s likely working somewhere else right now. And the better the sales...
March Madness… and Sales Coaching
What does March Madness have to do with Sales Coaching? I love March Madness! It’s hard to be an alumnus of Indiana University within the Bobby Knight era and not be a big college basketball fan! We have a family bracket going, and I’m in a respectable 3rd place right...
5 Critical Principles of Active Listening in Sales
A guy took his girlfriend to the big game... So some of you probably chuckled like I did and perhaps others not so much! I found it pretty funny and yes, I’m blonde! I think there is a great point in this joke, regardless of how funny you may or may not have found it....
Is Your Sales Team Game-Ready?
I’ve been watching more football this season than ever before. I’m not sure why, but I’m enjoying it more than I have in the past. I watch the players come out on the field with a game-ready mindset, with all their protective gear and plays in their head. More than...
Crush Your Sales Goals in 2019 with This Quick Strategy
As I look at 2018 coming to the finish line soon, it makes me reflect on the year and what I’ve accomplished. It’s been a growth year for me, in terms of both my sales and my family. It also makes me think about the things I didn’t make happen. As with all of us,...
Hiring a Sales Team? Here’s The #1 Mistake Most People Make Hiring Salespeople
Don’t get sold when you hire! Hiring a great sales team is a critical component of your growth and future success. When they’re winning, you’re winning! In addition, the key to winning is a sales team that can deliver results consistently. So, here’s my question:...
