By Kelly Riggs | Sales + Leadership
The problem is that most salespeople don’t want to be responsible when they fall short. Instead, they conjure up a variety of excuses. It never seems to be their fault when they fall short. Elite salespeople, on the other hand, understand that the bottom line is about results, and excuses simply get in the way of finding a way to hit the numbers.
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By Kelly Riggs | Sales + Leadership
For the past few months, social channels have been lit up like Times Square, engaged in a mind-numbing debate about the “best” tools to use in creating sales opportunities. In a nutshell, the debate is this: “Which method works best in producing sales opportunities—cold-calling, email, or social selling?” The problem with these kinds of debates is that it contains no scientific rigor whatsoever, but every voice seems willing to tell the world they are ABSOLUTELY right. Well, right at that given moment anyway, since a few experts seemed to have changed their opinions recently.
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By Kelly Riggs | Sales + Leadership
While not every manager guilty of abusive behavior is a bad person, even well-meaning managers can be guilty of repeatedly harsh criticism, ostracism, and even public humiliation. The cost to the organization is more than significant. Since there is clear and compelling evidence that this management style costs companies enormous amounts of money, companies should be more than enthusiastic about making changes.
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By Kelly Riggs | Sales + Leadership
Does anything really irritate you more than to know there is a problem and have the leader suggest there really isn’t a problem? Or, to have a leader figuratively pat you on the head and send you on your way as if you are simply not capable of understanding? Why not just call me stupid and get it over with?
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