There is a question being asked on a sales management LinkedIn group, and I am paraphrasing, “Are high quality sales professionals born that way or developed?” This question demeans the sales profession. Would anybody ever ask if a doctor was born with his or her talent or Read More

For companies with sophisticated sales operations territory design is paramount to maximizing their investment in sales professionals. Can you imagine starting your sales career at IBM, GE Aviation or Oracle and being told, “your ZIP code is 19010 go out and find some business?” Read More

Front line management is tough regardless of your functional area.  As a manager you need to deal with scheduling, employees’ personal issues, training and emergencies you could never have anticipated.  When you’re a front line sales manager you have to throw into the mix the Read More

The nuns at St. Rose Grammar school would be smacking my knuckles with a ruler if I made that statement, but the poor grammar is meant for emphasis.  As we work on sales effectiveness with our clients the most constant value proposition I hear is “we’re going to save them money.” Read More

If sales professionals communicated in their personal life the way they do when trying to get a first appointment with a prospect they would be a lonely bunch. Can you imagine walking up to somebody and saying, “Hi, I’m Tom Callinan and I live in a house in Bryn Mawr?  The house Read More

I get asked all the time, “Can you help my team close more sales.” When I then ask the person to tell me what they are looking for the emphasis is always on closing as an event. This belief would lead the average business owner to believe there exists a superstar closer; you Read More