Sales Leader’s Q & A:  Whiners?

Sales Leader’s Q & A: Whiners?

Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you.  I had my share of whiners in my days as...

Sales Leader’s Q&A: Comfort Zones

Question: Do you have any suggestions that will help our local sales reps provide increased value across all markets?  Stretch out of their market comfort zones? Answer: Ah, comfort zones.  The bane of the B2B sales person.  I believe that the loss of productivity and...