OK. So you ignored my post last week, and decided to become a sales manager, anyhow. So be it. But if that's the case, then you now need…

I spend a lot of time managing my team — and I love it! I spend more time writing this blog, hopefully sharing a few of the lessons…

If you've just stepped into your first gig in sales management, then I have one piece of advice for you. GET HELP! And get it fast. If you…

You know what? Being a sales manager isn't fun. It's not like being a sales rep. You have to do more reporting. You have to go to more…

There are two mantras that I've picked up from different sources over the years. The first one is from Silicon Valley: A-players hire A-players. B-players hire C-players The…

Culture eats strategy for breakfast. You need strategy. You need vision. But without excellent tactical execution, strategy and vision don't mean a damn thing. And excellent tactical execution…

Good management is critically important. Moreover (and many people somehow fail to realize this), it's an explicit, distinct skill. Being a good manager is critical to the success…

You know what's annoying? Change. Change is what's annoying. I haven't looked at the research, but it might even be at a biological level. People hate, fear, avoid,…

There's a big difference between your pipeline and your forecast. To be sure, your forecast is important — but it's not really something you can manage. Your pipeline,…

Sure, sometimes lines can blur a little, but at their core sales and marketing are very different activities. Each of them cover large swaths of territory, and people…