Tag Archives: sales management

Avoid the Echo Chamber

avoid echo chamber

The last presidential election in the United States brought created an awareness of “echo chambers.”  What is the sales version of the echo chamber? Where is the echo chamber most harmful to sales leaders?   And most importantly,what can you do about it? How can you avoid the echo chamber? An echo chamber is essentially a […]

The Best Managers are Unequal but Fair

Blog for Specialized Sales Systems

In my second job after college, I worked as a salesperson for a small professional services company.  One day, our best salesperson (not me, unfortunately) told us he was leaving. I didn’t understand it – Brad was killing it, and under our commission-heavy comp plan, he was making stratospheric money. When I asked him why, […]

The #1 Differentiator In B2B Sales

Strong sales management capability is the most important piece when assembling an industry-leading sales force, and it may be the #1 differentiator in all of B2B sales. Stay with me for a moment while I explain why and what you should be doing about it. Why is it that some sales forces succeed and others […]