To be successful in sales you must show up every day. The only way past the challenges, frustrations, roadblocks and frequent No’s is to show up at every opportunity you get. You never know which one is going to turn out to be a great opportunity.

In today’s episode I pose the question which compensation model do you prefer as a sales leader, base plus or commission only? I shared my story of making the “leap” to commission only. But what that process was really about was being courageous and seeking excitement! Have a listen. Let me know what you think.

In this episode I share a topic I’d like to explore more thoroughly on the podcast. I’m curious to hear from sales leaders how leadership education - separate from sales-specific training - has helped them become better salespeople and more effective leaders.

Too many job postings for sales roles today list cold calling at the top of the list as one of the job requirements. I wonder if these companies understand the reality in sales today which is if cold calling is the primary way your new salespeople are going to bring in new business they are going to spend the majority of they’re time cold calling - and being unproductive - instead of actually selling which is what they were hired to do. Today’s sales leaders bring a business mindset to the role. I discuss this in today’s episode.

In this episode I consider the differences in people development resources at Fortune 500 versus mid-market or smaller firms. The F500 have all sorts of resources that an HR leader at a smaller firm can only dream of. I consider an idea that may help smaller firms get actionable ideas.

Always Be Closing, or “ABC” as it’s been known forever, is dead. For those who want to be successful in sales the new acronym is ABQ&L. Always Be Questioning and Listening.

In this episode I provide an overview of Paul’s outstanding program titled, Moving From Management to Leadership - The Key to Your Success. I’ve hosted Paul on two occasions. Terrific educator who for over 25 years has personally studied successful businesses and the people who lead them.

In this episode I share what I learned from Peter Krembs during his seminar titled, Transitioning to Management. Great program taught by Peter. The main take away for me was the time we spent learning how to reflect on our leadership character.

In this episode I share a list of the top eight educators I recommend for any company in need of experts to help develop their leaders. The list could have easily been a top 12, 20 or 30 list but I narrowed it to my top eight primarily based on area of expertise as it relates to what the majority of companies are indicating they need in the area of leader development.

In this episode I share what I took away from thus program taught by Dr. Terry Paulson. Two things I learned have served me well through the years with both co-workers and my kids. How to disarm anger and how to ask great leaders learn to ask good questions.