In 2020, 52.8% of sales reps that operated as outside sales reps went from working in the Delta lounge to working in their home offices. Sales teams navigated unexpected changes to their processes and motions and are still learning how to adapt today. As organizations solidify their plans for the new buying landscape, sales leaders…

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Salespeople instinctively believe there must be an optimal time to reach out and contact prospects. Their gut leads them to construct sales plays that target different times in hopes of eliciting a response. These plays contain a series of tasks that are scheduled at subjective or arbitrary times. However, the data to support these practices…

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Summer can be the worst time for sales—sellers aren’t selling, buyers aren’t buying, signatories are often absent. Why? You name it: Summer vacation, kids’ activities, traveling to see grandparents, spending time on the lake, the golf course, etc.  In my 30 years of leading sales teams, I’ve seen it all. Once I had a rep…

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As we recognize the end of slavery in the United States and celebrate Juneteenth, my heart hurts for the enslaved men, women, and children whose power of choice was removed by the actions of others.

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“The secret of change is to focus all of your energy not on fighting the old but building the new.” Lori Harmon at XANT NEXT2020 Sales will never be the same. This may sound extreme on the surface – but in reality, sales will never return to the way it was before the COVID-19 pandemic,…

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Much as we like to think we can exersize an iron grip on our own destiny and the destiny of the sales people in our team, some things are beyond our control. When a macro event like COVID-19, or a significant economic downturn occurs, we have to adjust to a new reality. Part of that…

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Now that the WFH hashtag has trended and we’re saturated with advice about not wearing PJ’s all day and treating home like the office, let’s look at this from the perspective of leadership.  How do we lead from home in an environment where most of us are used to leading by interacting face to face with our teams…

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