How to Retain and Motivate Sales Reps: Money versus Happiness
All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what...
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A Dream to Run the Perfect Company (The L.L. Bean Story)
L.L. Bean was born in 1912, when Leon L. Bean (who was orphaned at age 12 and left school after completing the eighth grade) designed his own boot with a leather upper and rubber bottom. According to...
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Your Brand Is Not Your Business Card: Empower a Winning Sales Culture
By Kevin Warren, president of strategic growth initiatives at Xerox. Meet him on March 10 at the Sales 2.0 Conference in Philadelphia, where he will share more insight about sales-leadership success...
View ArticleWhy Great Leaders Seem Crazy
All great leaders share a vision for success. Sometimes, that vision can be so new, radical, or unique that others call them crazy. Steve Jobs famously made Apple’s slogan “Think Different,” in the...
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How to Move Up in Your Organization: 4 Tips from Legendary Leaders
If you’re interested in moving up to a higher position in your organization, prove you can think strategically — beyond quota — toward the good of the company as a whole. Use these tips to get started....
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Three Things Your High-Performing Salespeople Do Differently
By Tony Yeung Our clients often ask us to benchmark them against leading sales organizations. Unfortunately, we often find that concrete insight from the data is limited. The data may lack sufficient...
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Lessons in Determination: Remembering Muriel Siebert
This week we mark the anniversary of the death of financial-industry pioneer Muriel Siebert with this history of her perseverance in the face of rejection and adversity. — Selling Power Editors Muriel...
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How to Build a Great Relationship with a New Boss
Working with a new boss can be a tense experience. In his book, The First 90 Days: Proven Strategies for Getting Up to Speed Faster and Smarter, Michael D. Watkins outlines a comprehensive program for...
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How to Help Your Reps Stand Out on Sales Calls
By Lisa Earle McLeod Imagine two competing salespeople who are about to call on the same customer. Salesperson A is making his call at 10:00 a.m., and Salesperson B is making her call at 11:00 a.m....
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How to Think about Your Failures
By Stan Beecham Most elite athletes – from golfers to gymnasts, placekickers, and baseball pitchers – tend to be very focused, disciplined, and perfectionistic. Their belief is that the desire to be...
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