Author Archives: Lisa

About Lisa

Lisa is Editorial Director at Selling Power.

Six Tips to Enhance Your One-on-One Coaching Meetings with Salespeople

Which of the following statements best describes your opinion, as a sales leader, of one-on-one meetings? They’re the best way to stay connected to salespeople and drive pipeline opportunities forward. They’re a low-value activity and should be skipped when more … Continue reading

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

How To View Failure and Roadblocks in a Positive Light

Great leaders don’t fail less than the rest of us. The truth is, they fail frequently, but successful leaders learn to see failure in a positive light. According to Patti Johnson, author of Make Waves: Be the One to Start … Continue reading

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Three Action Steps to Avoid Lackluster Sales Quarters

By David Hubbard  When revenue starts to go off plan, your gut reaction as chief sales officer or vice president of sales is probably to ratchet up the activity level of the sales force. You know the drill: institute aggressive … Continue reading

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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

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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

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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 lisa@sellingpower.com with the subject line “Most Excellent Sales Leader.”   Job title: Company founder and CEO Company: … Continue reading

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Four Ways Sales Leaders Can Motivate Their Millennials

By Josiane Feigon So you think you know who your top performers are? The Bridge Group and VorsightBP studied more than 2,000 sales professionals, including individual contributors, front-line managers, and directors. The study focused on the management qualities of and … Continue reading

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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

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