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The High-Impact Coaching Process

New Year’s Eve

On New Year’s Eve, across the United States, almost a million people in person, and tens of millions more on television, watch the crystal ball drop in New York’s Times Square. The actual drop takes but a few seconds, but the preparation begins many days before. In sales it is much the same, management, executives […]

You Gotta Know the Territory

In Meredith Wilson’s “The Music Man”, the anvil salesman melodically tells the people around him on the train “you gotta know the territory.” For the sales manager of an inside sales force, one of the primary management quandaries is the territory assigned to a salesperson. Typically, a territory may consist of customers, prospects and suspects. […]

Play Ball!

Slugger Joe hit 50 home runs last year. He also had a golden glove, snatching sizzling grounders and fielding slow moving bunts between his position at third base and home plate. At a management meeting that winter, the general manager of Joe’s team had a great idea – let’s move Joe over to coach third […]

Just Follow the Rules!

When you were a child, did you start out each ad hoc game with your friends by discussing the rules? Perhaps the neighbor’s flower bed was out of bounds, the alley was the goal line and anything over the sidewalk was a free play. Rules help define the parameters of the game, and reduce disputes, […]