Tag Archives for " success "

The Unpopular Road to Top Sales Performance

By Kelly Riggs | Sales + Leadership

The truth is that practice is incredibly important to performance. In fact, I would ask you to name one skill of any consequence that does NOT require practice to excel at that skill. Anything? Of course not. You cannot perfect any skill unless, and until, you practice. Which means that your employees are practicing to improve their skills, or YOU (the manager) are guilty of the ultimate performance killer – no practice.

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The Leadership Value of Clarity

By Kelly Riggs | Sales + Leadership

One of the most powerful things you can do to start down the path towards effective leadership is to create clarity for your team. Why? Because people will never run their best race (or do their best work) if they don’t know where the finish line is. Teams will never perform at optimum level without mission clarity, role clarity, and measurable objectives. Here is how one very effective leader created that clarity for his new team members.

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The Arrogance of Experience

By Kelly Riggs | Sales + Leadership

All things being equal, when faced with a “very important” task, most companies will choose a person with successful experience to take it on. Whatever that task looks like – a big project, an important new customer, a critical product launch – most leaders will choose experience to get the job done. No question about it, experience counts. Until it gets arrogant. The arrogance of experience can be quite costly.

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The Leading Indicator of Sales Failure

By Kelly Riggs | Sales + Leadership

If there is one comment or habit that is an indicator of future sales failure or mediocrity, this is it: “I don’t have time.” Learning is the preventative maintenance of the selling profession. It is the only predictable remedy for falling revenue and compensation erosion.

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