Sales is sales. Sales is not marketing, it's not processing, it's not administrative work. It's sales. It's a different skill set, with different goals than any of those…

KPIs are a personal pet peeve of mine — mostly because people consistently use the term incorrectly. One would think that the acronym — Key Performance Indicator —…

The great thing about the bell curve is, well, it applies to everything. If you have enough data, most things are going to be in the center of…

Last week I spoke about the importance of celebrating the little wins, and the aside of punishing things (big or little) in private. But really, those are both…

It's an idiom that we've been using for almost a century now: the carrot and the stick. And if anyone understands the metaphor, it's sales people. The carrot or…

Process is critical to creating a high-performing sales team. You need the right tools in place to be able to make quick judgements about what's working, and what…

One of the biggest innovations in sales in the last 50 years is the invention of the sales operations team. Sales Ops does lots of different things in…

These are five things that loan officers say hold them back from meeting their potential: Too much paperwork! They feel like they are the processor Underwriting — never…