Author Archives: Lisa

About Lisa

Lisa is Editorial Director at Selling Power.

4 Habits Leaders Should Lose in 2015

We tend to start the year with the best of intentions and high hopes. But sometimes our bad habits are hard to shake. This year, think about saying goodbye to these four simple obstacles that often impede success for sales … Continue reading

Posted in: Innovation, Leadership, Motivation | Tags: , , | 1 Comment

10 Signs You’re a Great Sales Manager

  If you agree with these statements, you’re performing exceptionally well in all your roles as manager. If you come up short, it might be time for a management course or a conversation with your own manager to determine how … Continue reading

Posted in: Leadership, Sales Management | Tags: , , , , | 1 Comment

The Psychology of Making Good Decisions

In his best-selling book, Predictably Irrational, MIT professor of behavioral economics Dan Ariely observed that resisting temptation is a universal human goal, but our failure to self-regulate is the source of much unhappiness. “When I look around, I see people trying … Continue reading

Posted in: Leadership | Tags: , , , , | Comments Off

Most Excellent Sales Leader: Claire Edmunds

This feature provides a snapshot of a successful B2B sales leader and his or her accomplishments. To submit a candidate for consideration, email with the subject line “Most Excellent Sales Leader.”   Job title: Company founder and CEO Company: … Continue reading

Posted in: Sales Leadership, Sales Management | Tags: | Comments Off

Four Things CEOs Need to Understand about Sales Management

By Gretchen Gordon The most productive, world-class organizations have dedicated sales managers, but not every CEO understands how to make the most of this very important role. Here are four things executives need to understand about the role of a … Continue reading

Posted in: Sales Leadership, Sales Management | 6 Comments

Manage Your Time in Four Simple Steps

How much would you pay a consultant to help your managers become more efficient and effective? In 1904,  Charles M. Schwab (then president of the second-largest steel producer in the country) asked public-relations pioneer Ivy Ledbetter Lee how his managers could … Continue reading

Posted in: Sales Management | Tags: , , , | Comments Off

Lessons in Determination: Remembering Muriel Siebert

This week we mark the anniversary of the death of financial-industry pioneer Muriel Siebert with this history of her perseverance in the face of rejection and adversity. — Selling Power Editors Muriel Siebert established her legacy as a trailblazer when … Continue reading

Posted in: Great Leaders, Motivation, Success | Tags: , , , , , | Comments Off

Determine Your Best Sales Management Style

Today’s post is by Dr. Ken Blanchard, author of The One Minute Manager, which has sold more than 13 million copies.  Certainly, the people being supervised are the key variable in determining a sales management style. No question about it. … Continue reading

Posted in: Sales Management | Tags: , , , , | Comments Off

Three Things Your High-Performing Salespeople Do Differently

By Tony Yeung  Our clients often ask us to benchmark them against leading sales organizations. Unfortunately, we often find that concrete insight from the data is limited. The data may lack sufficient detail or is hard to collect. Even if … Continue reading

Posted in: Sales Leadership, Sales Management, Success | Tags: , , , , , , , , , | Comments Off

Seven Motivational Questions for Sales Managers

The universal question all sales managers ask is: How can I motivate my people? Through hundreds of research reports, one message rings loud and clear: to increase motivation, create an atmosphere where the salespeople motivate themselves. When a salesperson feels … Continue reading

Posted in: Motivation, Sales Management | Tags: , , , , | Comments Off