With this change in our working environment, you may notice that the capabilities and skills needed for sales success in the work from home (WFH) environment are different than your “old” A-Player profile.  The pressure is building and the need to make the right decision or reply to “what now” and “how do we generate revenue in record time” is apparent.  Smart Leaders are turning to neuroscience to make better decision, reduce stress and develop better thinking in their teams in order to meet the challenges of 2020 and beyond.

As a young sales leader I was given 3 main goals by the president upon being hired as the Sales Manager for a fortune 500.  These goals were written on the corner of a torn piece of paper.  They were then, and still are, the top goals for sales leaders who are given the monumental task to increase revenue.

1. Grow new business
2. Increase existing business
3. Train up or move out underperformers

Given my...

HI Champ!

When you think of strategic growth, think of constructing your business model like planting a tree. At first, it’s so small and weak you wonder if it will even make it through the night. But, you keep watering, fertilizing and nurturing it. Your ideas will grow the trunk and each of these strategies will extend out as the branches of your now strong tree. Finding the perfect support staff, employees, vendors/suppliers and other relationships will make your tree flourish with leaves and flowers.

Here are four key areas to start thinking about an integrated growth strategy.

Management Strategy

The way you structure your management team is not only essential to your growth, but the happiness of your employees and, ultimately, your customers/clients. This strategy is results-oriented and doesn’t depend on the people, but the actual system that’s in place.

A management strategy is, in short, a set of standards that include goals, rules, a mission statement and...