“If you know your adversary and know yourself, you need not fear the result of a hundred battles. If you know yourself but not your adversary, for every victory gained you will also suffer a defeat. If you know neither your adversary nor yourself, you will succumb in every battle.” 2500 years ago a Chinese warrior named Sun Tzu wrote a 13 chapter book outlining how to successfully conduct warfare. Since then his text has become the basis for much if not all military strate

As a sales manager your number one goal should be to develop a great sales team and that requires consistent and effective coaching. Effective coaching has been shown to create a positive work environment and has been proven to generate a six times return on investment. Unfortunately the typical sales manager does not take full advantage of these coaching opportunities. Let's review how a normal sales coaching opportunity plays out. After a ride along with a sales person whe

Being a sales manager can be trying at times. Between managing difficult employees, responding to client requests and interacting with company leadership, every manager is bound to have a bad day and say something that should have been kept to themselves. And because you are the boss, what you say and how you say it has a much bigger impact than if another employee had said the exact same thing. And if you happen to make your comment in front of clients or other employees,