How the Window and the Mirror Affect Great Sales Leaders
Years ago, the best selling business book in the country was entitled Good to Great by Jim Collins. It still sells thousands of copies today, and it was about why…
How to Help Sales Reps With a Successful Change to Consultative Sales
In the past two weeks, I’ve flown out to Houston twice to talk with the sales reps for Daikin Comfort Technologies North America—formerly known as Goodman Air Conditioning and Heating.…
How to Increase Optimism in the Salespeople on Your Team
Here are some recent headlines: Business Wire: Economic optimism continues to drop—the economic optimism index is now 38.1% … with above 50% being optimistic and below 50% pessimistic regarding their…
The Greatest Leaders in the World Move the People They Really Know
Yesterday, I was in Houston for a two-hour presentation to the 60 reps for Goodman Manufacturing—recently purchased by Daikin and renamed Daikin Comfort Technologies North America. As I thought about…