Category: Sales Leadership

The Problem with Productivity

The dictionary definition of productivity is: The amount of time it takes to complete a task. The KKJ definition: The ability to identify and execute on tasks that will result in providing the highest value outcome. So what’s the big deal? Why should sales leaders care about and measure the productivity of their sales reps? Because it matters. What I love about sales is it is the blending of art ...

January 15, 2020

“Stalled” is NOT a Stage

I was doing a pipeline audit for a client a few years ago when I ran across a sales stage called “Stalled”. What is this, I asked? “Oh- That’s where we put all the deals that we think will close someday but are currently stalled out. We don’t want to lose track of them.” WTF???? So as crazy as this sounds, they aren’t the only company I’ve run across with ...

January 10, 2020

Base Salary: Are you getting what you’re paying for?

So, sometimes I refer to myself as “The Badass Sales Leader”. I do this to set the right tone for hard conversations I need to have with Founders and Sales Leaders about behaviors I have no tolerance for, like Sales Reps. who take their base salary for granted. Let me be clear. I’m all for paying SDRs, AEs, and CSMs a base salary along with commission and bonus. What I’m ...

December 10, 2019

Addition by Subtraction

We spend most of our life trying to add more to it. More money, more friends, more activities, more fun, and more time off. What if life, work, and sales weren’t a quantity game, but a quality game? What if you could enrich your life and work by saying “No” more often? We are over-scheduled, stressed out, and under the delusion that more is better. Saying “No” or “I wish ...

October 9, 2019

If Player/Coach was a Good Idea, Then the NFL Would be Doing It

I regularly speak with founders that are looking to get out of the sales leadership role but can’t justify hiring someone who’s sole responsibility is to manage a group of SDRs (Sales Development Reps) or AEs (Account Executive). Instead, they’ve decided to add a quota carrying rep who will also play the role of sales leader. I cringe each time I hear this. Here’s why… Motivation Misalignment – As this ...

August 22, 2019

#Womenwhosell

Diversity and Inclusion is the HOT topic in tech right now. It’s no secret, tech is too white and too male. I believe the uncomfortable conversation will have to continue to come from women, minorities, and anyone who doesn’t currently have a seat at the table, just like the #metoo movement. Here’s the cause I’m going to take up. #Womenwhosell. There are just not enough women selling or holding sales ...

June 5, 2019

Does your Sales Team have an Accountability Culture?

I’m on a quest to help companies create an accountability culture. I believe a lack of accountability is affecting many company’s ability to grow revenue, keep customers, and retain high performing employees. My quest to understand why creating a culture of accountability is so difficult led me to a place I didn’t expect – the realization that accountability is very closely tied to vulnerability. After recently listening to Brene Brown’s ...

May 20, 2019

3 Challenges Your Company is Facing Due to Lack of Discipline

As 2018 began to fade and 2019 was on the horizon, I realized that I was in need of a new “Word of the Year”. I’ve never been a New Years Resolutioner, rather I enjoy using a word to help me stay focused. 2018’s word was “Authentic”. It had served me well, although I knew not everyone in my life had been a fan. As I thought about the challenges ...

March 4, 2019