by Jonathan Brickman | Nov 16, 2012 | Sales Management
Very comical, compliments of @ericblumenthal Good coaching is really the key to building a productive team. Bad coaching is just a distraction. Brick
by Jonathan Brickman | Oct 25, 2012 | Sales Management
I couldn’t resist the temptation to post about a story I just heard about a particular sales manager who is insisting that every salesperson make a set number of cold calls every day as a means to increase revenue. I just don’t get this use of metrics as a...
by Jonathan Brickman | Sep 8, 2012 | Business Principles, Communication, Sales Management
I heard it again this week and it reminded me how important it is for the leadership to communicate to the troops. Sure, the management team know the plan, the financial picture, the competitive landscape…but does the entire company know what the story is?...
by Jonathan Brickman | Aug 29, 2012 | Business Principles, Culture, Inspiration, Sales Management
Q. How much does it cost to tell someone they did a great job? A. It doesn’t cost anything except a few moments of time. Q. So why don’t we do more of this? A. Because most of us focus on the bottom line and not what drives it, people....
by Jonathan Brickman | Apr 6, 2012 | Sales Management, Want to be a great salesperson?, Winning Qualities
I like this post a lot…it reflects my thoughts, of course, but my experience tells me it’s spot on so enjoy. Some Thoughts about Selling at Startups by Mark Suster on March 31, 2012 If you’re new here, you may want to subscribe to my RSS feed, follow...
by Jonathan Brickman | Mar 28, 2012 | Business Principles, Compensation, Leadership, Sales Management
Every manager out there wants to find a way to motivate their team to hit set targets. And for every manager, there is probably a different approach. The approaches, while different, probably fall into two buckets: 1) Carrot 2) Stick The perennial question remains...
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