Monthly Archives: October 2016

TRAIN HARD. PLAY TO WIN.

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Oct 20

3 Levels of Sales Leadership (only one creates top performance)

By Kelly Riggs | Sales + Leadership

The most significant objective as a sales leader is the creation of action plans on specific accounts. Not plans like ‘making more calls.’ Or ‘improving closing ratios.’ Or selling more of a specific product. Which may all be great ideas, by the way, but they are necessarily incomplete.

The reason to create plans is that it is much easier to manage a salesperson’s activities when it is directed towards the right types of calls and the right size of opportunities. It is much easier to troubleshoot performance issues when you understand the intersection of results (keeping score), activities (which leads to the score), AND specific plans (the application of those activities in a context).

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Oct 04

Three Keys to Better Management, Right Now

By Kelly Riggs | Sales + Leadership

I think people would agree that becoming a great manager requires a certain amount of time. Very few people are thrust into a management position and do it exactly right from the jump, avoiding the myriad of challenges and speed bumps that inevitably confront those who lead employees. No, it takes time to develop critical leadership skills. On the other hand, there are a number of specific things you can do to make a difference RIGHT NOW.

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