In my career in sales, I have been fortunate enough to rise to a level where I am responsible for managing people.

As salespeople, we lose - a lot.

I’m often reminded of a common conversation between a CEO and CFO. The CFO asks how much will it cost us if we train a rep and they leave? To which the CEO responds, “How much will it cost us if we...

While the sales playbook should be a standard document in a sales department, it either doesn’t exist or is woefully outdated to the point that it is unusable.

It happens everywhere - great sales reps rise up the ranks and end up in a management position. Then, for some reason, this sales rockstar that was booking meetings, crushing quota, and having people...

Field teams are some of the most expensive employees on the payroll and some of the most difficult to manage. For field sales reps including wholesalers, distributors, and manufacturing reps, sales...

A field rep is a very expensive resource to a company. As an expensive resource, most organizations invest a ton of time and money to make them as effective as possible.