The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.

Jamie is a hard-working, cheery, full-of-ideas kind of manager. She leads two high-functioning teams who support each other very well. So why does Jamie come to work with a stomachache every day? Why does her staff often feel paralyzed? It's because Jamie's boss, VP of Client Services, finds fault every day with Jamie and her team members. He seems to go out of his way to criticize. When the VP is away, the group functions like a well-oiled machine. When he is there, they gossip, avoid tough problems, and try to make themselves invisible.

As a defensive strategy, Jamie visits her boss every morning to take a reading of his mood and pre-empt any explosions. She tells him first thing what she and her team accomplished the day before, what issues they face, and how they are handling them. Sometimes the strategy works, sometimes it doesn't and the explosions come anyway. The constant stomachache is the price Jamie pays for trying to figure out how to please this overly critical boss.

Most of us can take a little criticism from our bosses from time to time when we've messed up, or haven't quite done something right. It can be tremendously demotivating, however, when criticism seems to be the only type of feedback we get, and we don't receive recognition for our positive contributions.

Chances are your boss isn't intentionally trying to demotivate you. It's doubtful that he has some master plan to make your life miserable. More likely, she has fallen into the all-too-common management trap of looking for things that are wrong instead of things that are right. Of course, this particular behaviour is not unique to managers. Many parents, coaches and peers (perhaps even you and me), fall into this trap.

If you have to deal with overly critical behaviour, there's a technique worth trying. The next few times your boss criticizes you, follow this three-step process:

1. Apologize

2. Let your boss know that you'll correct the problem

3. Finish off with a comment that gently reminds her that you do, occasionally, get things right. For example:

"Gee, and here I thought you were coming over to tell me what a good job I did on that last project." Say it with a smile, then go about the business of fixing your mistake.

It may take a few repetitions, but your boss should eventually get the message that you might like some positive encouragement.

Now, here's the part for the really courageous and truthful among you. You can actually tell your boss what you want. If you don't say anything, don't expect your boss to read your mind, or to be aware of how the constant criticism affects you. Say something like:

"I do appreciate feedback. It helps me improve. In addition to criticism, I also appreciate hearing about what I do well. It helps me know what to keep doing."

While you can't control how your boss talks to you, you can control the quality of your own communication, and how you respond. Good luck.

About the Author

Nicki Weiss is an internationally recognized Certified Professional Sales Management Coach, Master Trainer, and workshop leader. Since 1992, Nicki has trained, certified, and/or coached more than 6,000 business executives, sales managers and salespeople.

Nicki guarantees increased sales performance when sales managers become better sales coaches. Sign up for her FREE monthly e-zine, Something for NothingTM, which has powerful tips and techniques for sales managers who are ready to make this transformation. Sign up at http://www.saleswise.ca You can email her at [email protected] or call 416-778-4145.

In The News:

Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Ghosting, Texting and Conflict Management: The New Sales Management Challenge  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Sales and Marketing Management  Business 2 CommunityThe sales and marketing departments within an organization are inextricably linked. While the marketing function within an organization aims to establish the ...
Excced.ai Launches New Platform Leverages AI, Simplifies Sales Management  MarTech AdvisorPlatform can follow up and qualify every sales lead with human-like interaction to increase sales opportunities by 80 percent. Sunnyvale, CA: Exceed.ai, ...
New Industry Report Reveals Journey Management Unites Sales, Marketing, Service and IT at Leading Brands Globally  GlobeNewswireKitewheel's 2019 State of the Customer Journey report points to steadily increasing adoption by companies of all sizes in both B2B and B2C, across the entire ...
How To Fix Disappointing Sales Results Through Restructuring  ForbesWhat are the changing business conditions that are creating challenges for your sales efforts and your salespeople?
Beverage Distributor - Wine & Spirits Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHWe are a Chicagoland beverage distributor currently seeking a Wine and Spirits Sales Manager for our Chicago, IL location. This position is accountable for ...
Boosting Sales Management Techniques with an Intelligent CRM  CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...
PROS's New AI Powered Sales Management Solution Streamlines Sales  MarTech AdvisorPROS Smart CPQ Adds Support for Sales Agreements to Improve Deal Velocity and Further Enable Omnichannel Commerce; Handles Complex Quotes up to ...
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
Rudratej Singh, former Royal Enfield boss, to head BMW India  LivemintMumbai: Rudratej Singh, former president at Royal Enfield, will join BMW India as head, three sources aware of the matter told Mint. Singh, who quit Royal ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.
Mackie appoints Global Sales Management as Latin American sales rep  PSNEuropeMackie has appointed Global Sales Management as its sales representative in Latin America, effective June 1, 2019. Founded in 2003, Global Sales ...
What makes good sales managers  Business DailySuccessful sales managers will happily make a sale and give it to a team member.
University subject profile: business, management and marketing  The GuardianStudy of organisations' finance, accounting, marketing, human resource management and administrative functions.
Farmers Taps Fatobene for Mortgage Sales Management  businessjournaldaily.comFarmers National Bank has added new leadership to its home mortgage lending team with the hiring of Donald Fatobene as mortgage sales manager in the ...
IVvy, the Online Group Bookings and Hotel Sales Management Software Gets Ready to Dazzle at ROC Americas 2019  Hotel News ResourceFastest growing new generation venue management company will showcase latest groups and events technology at HSMAI's Revenue Optimization ...
Private Equity Takes Control of Cendyn in a Bet on Hotel Tech  SkiftAccel-KKR, a technology-focused private equity firm based in Silicon Valley, said on Tuesday it had upped its investment and become a majority owner of ...
Locust Walk Further Expands Financing Team with Appointments of Neil Higgins and Turner Grant  PRNewswireBOSTON, June 19, 2019 /PRNewswire/ -- Locust Walk, a global life science transaction firm, today announced the appointments of Neil Higgins, Managing ...
Network Ireland holds sales event in Dundalk  Dundalk DemocratStrategies to increase your Sales” was the topic for the Network Ireland Louth event for June, which took place in Creative Spark in Dundalk. The s...
Agency Sales Manager - WP Engine  Built In AustinWP Engine is hiring for a Agency Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Global Customer Success Platforms Market to 2024: Focus on Sales and Marketing Management, CEM, and Risk and Compliance Management - ResearchAndMarkets.com  Business WireDUBLIN--(BUSINESS WIRE)--The "Customer Success Platforms Market by Application (Sales and Marketing Management, CEM, and Risk and Compliance ...
Shaky top management, puny sales, sagging brand image: Nissan India is fast running out of fuel  Economic TimesAs new products flop and dealers down shutters, Nissan struggles to stay relevant in India. The recent exit of Thomas Kuehl, head of its operations in India, will ...
Sales Management  Ledger IndependentModern Woodmen, one of the nation's largest fraternal financial services providers, is looking for self-motivated individuals in the Maysville area.
Market Delays Can Derail Aurora Cannabis (ACB) Stock  Yahoo FinanceOn Friday, Health Canada dealt another blow to the cannabis sector already struggling with weak demand from recreational-use sales. The so called “Cannabis ...
Sales Manager - ReviewTrackers  Built In ChicagoReviewTrackers is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Digital Sales Manager/Local Sales Manager  TV News CheckWebsite Sinclair Broadcasting. Tracking Code 13005. Job Description Make your mark in Broadcasting and Digital Media. Sinclair Broadcast Group and Sinclair ...
United Apple Sales hires Frank Davis, opens West Coast office  The PackerLyndonville, N.Y.-based United Apples Sales opened a West Coast division based in Yakima, Wash., and hired Frank Davis as vice president of national ...
VCs bet $12M on Troops, a Slackbot for sales teams  TechCrunchSlack wants to be the new operating system for teams, something it has made clear on more than one occasion, including in its recent S-1 filing. To accomplish ...
Salesforce launches a trio of AI engagement and asset-tagging tools, debuts Commerce Page Designer  VentureBeatAt its Connections conference in Chicago, Salesforce unveiled new Einstein-powered AI services and a revamped Customer 360.
CITIC Telecom CPC Actively Expands Global Business and Partnership Development with New Veteran Appointment  Yahoo FinanceCITIC Telecom International CPC Limited ("CITIC Telecom CPC"), a wholly-owned subsidiary of CITIC Telecom International Holdings Limited (SEHK: 1883), ...
Global Waste Paper Management Market Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsWe have recently published 7ᵗʰ Edition market research report on Waste Paper Management Market. For purchase inquiry and free sample pages email us at: ...
Four Steps That Set Up Salespeople To Succeed As Managers  ForbesWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
Okada America Inc. Names New Product Manager  Construction Equipment GuideJim Brown, president of Okada America, Inc. has announced that Okada America, Inc. and Rotar International BV have entered into a joint alliance of their ...
[Jobs Roundup] Ever wondered how coworking spaces function? Here’s your chance  YourStoryGone are days when employees were tethered to their desks working away at 9-to-5 jobs. And to suit the needs of this evolving workforce, coworking spaces ...
Sales Manager - Financial Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Manager - Financial Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
K-12 Current Client Sales Manager, Nonprofit Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a K-12 Current Client Sales Manager, Nonprofit Software Solutions in Austin. Find more details about the job and how to apply at Built In ...
Mspark Announces Kevin Zall as Director of Sales Enablement  GlobeNewswireHELENA, Ala., June 17, 2019 (GLOBE NEWSWIRE) -- Mspark, a leading national shared mail company, has hired Kevin Zall as Director of Sales Enablement.
Alliance Partner Sales Manager - UiPath  Built In AustinUiPath is hiring for a Alliance Partner Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Gartner Says Sales Leaders Must Stop Focusing on “Quick Wins” With Cost Management Decisions  Business WireSales leaders under pressure to cut costs must look beyond the “quick wins” and instead focus on long-term, productivity-oriented investments, accordi.
Inside Sales Manager - Rewards Network  Built In ChicagoRewards Network is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Are Your Sales People “Organizationally Nimble?”  Business 2 CommunityWhen we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly ...
HID Global Releases Cloud-Based Credential Management Solution  Security Sales & IntegrationThe new *service* is said to include everything needed to issue and manage the lifecycle of digital identity and high-assurance credentials.
Global Fluid Management Sales Market Report  The Reports GazetteThe global Fluid Management market was valued at million US$ in 2018 and will reach million US$ by the end of 2025, growing at a CAGR of during 2019-2025.
Zywave Achieves Major Milestone in Small Group Quoting through Acquisition of RateFactory  GlobeNewswireIntegration will deliver the industry's only insurance carrier-direct, multi-line small group quoting system.
Michelin names UK sales manager for services & solutions - European Rubber Journal  European Rubber JournalStoke-on-Trent, UK – Michelin has appointed Jonathan Layton as national sales manager, UK and Republic of Ireland, for the services & solutions business line.
Sales Operations & Analytics Manager - Compeat  Built In AustinCompeat is hiring for a Sales Operations & Analytics Manager in Austin. Find more details about the job and how to apply at Built In Austin.
MacDermid Graphics Solutions appoints North American account managers  Labels and Labeling'I am pleased to announce the addition of Trish and Michael to the MacDermid Graphics Solutions North American sales team,' said Mike Williams, director of ...
5 Essential Tips for Developing a Sales and Marketing Alignment Plan  Business 2 CommunityIf that sounds like a win to you, let's get down to business on how you can develop a sales and marketing alignment plan in your organization. 1 Ensure you ...
Why Emotional Intelligence Training is Vital for Sales  Business 2 CommunityMost of the sales training we see today focus on fast-track training. This sort detail a myriad of processes that today is quite frankly – useless. Think about it ...
Senior Digital Marketing Associate, Concierge Sales  BethesdaMagazine.comTotal Wine & More's Concierge Sales Department is seeking a passionate and talented individual to join our team as a Sr. Marketing & Communications ...
Red Roof® Selects IVvy Venue Management Software to Automate Group Block Booking and Optimize Sales  Hotel News ResourceiVvy Inc., the leading Venue Management Software company, today announced that Red Roof® has selected iVvy as their preferred sales and catering software ...
Manhattan Associates' First Mover Advantage May Unlock Growth As Omnichannel Retail Takes Off  Seeking AlphaCentaur Investments reiterates a “Strong Buy” opinion on shares of Manhattan Associates, and is raising the price target to $78 from $65. According to ...
SensorFlow provides smart energy management for hotels in Malaysia  Digital News Asia(From left) SensorFlow senior sales manager Darren Riley; sales manager for Indonesia and Malaysia Guy Hudson; CEO and co-founder Saikrishnan ...
It's CDP Time for Marketing Cloud Vendors  Customer ThinkAdobe, Salesforce and Oracle all made announcements regarding Customer Data Platform products this week. None are world-changing: Salesforce described ...
Springer-Miller Systems Partners With IVvy Venue Management Solution  Hotel News ResourceArticle - Springer-Miller Systems Partners With IVvy Venue Management Solution - New Integration with iVvy to provide SMS with new generation advanced ...
Gray Announces New Management Roles for Tim Coles and Kathy Silk  GlobeNewswireATLANTA, June 10, 2019 (GLOBE NEWSWIRE) -- Gray Television, Inc. (“Gray”) (NYSE: GTN) announced that it has appointed Tim Coles as the new General ...
Global Oncology Information Management Systems Market Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  industryreports24.comWe have recently published 7ᵗʰ Edition market research report on Oncology Information Management Systems Market. For purchase inquiry and free sample ...
GlaxoSmithKline revamps incentives for sales representatives  Financial TimesGlaxoSmithKline is to reintroduce performance-based bonuses linked to the number of prescriptions written for its medicines, reversing a company ban on the ...
On Sales/Marketing Friction  Business 2 CommunityWe misunderstand the concept of friction in sales and marketing. At least we look at it to narrowly. Too often, we look think of friction in terms of conflict, ...
Stop Striving for Sales Perfection!  Business 2 CommunityGiven the inevitable complications and unique considerations involved in any complex sales environment, it's hard to imagine that we could ever execute a ...
Tag: Global Hazardous Waste Material Management Market Sales  News EarlierGlobal Hazardous Waste Material Management Market Insights 2019 by Players: Clean Harbors Inc, Daniels Sharpsmart Inc · June 19, 2019 Alton.
Five Critical Components of Your Dashboard  Printing ImpressionsWhat are the important drivers for your business, the areas you need to “check” daily or weekly to make sure that you're on course? Here are a few of the critical ...
Sensemaking: Putting It All Together In Selling To Our Customers  Business 2 CommunityThis post is the eighth post in my series on Sensemaking. I think this is where you will start to see how all the pieces fit together and how you can leverage this ...
The EnableComp Sales Team Brings a High Level of Complex Claims Expertise  PRNewswireFRANKLIN, Tenn., June 11, 2019 /PRNewswire/ -- EnableComp has experienced many changes over the last two years. In 2017, Primus Capital invested major ...
Global Smartphone Power Management IC Market Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  industryreports24.comWe have recently published 7ᵗʰ Edition market research report on Smartphone Power Management IC Market. For purchase inquiry and free sample pages ...
Sales Operations Manager - Upwork  Built In ChicagoUpwork is hiring for a Sales Operations Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Global Patient Data Management Systems (PDMS) Market 2019 Growth Analysis, Opportunities, Sales Revenue, Developments and Forecast 2024  Canyon TribuneGlobal Patient Data Management Systems Market 2019 by Manufacturers, Regions, Type and Application, Forecast to 2024 offers a penetrating analysis of the ...
Global Train Control & Management System (TCMS) Market Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsWe have recently published 7ᵗʰ Edition market research report on Train Control & Management System (TCMS) Market. For purchase inquiry and free sample ...
Harness Data to Help You Define a Partner Channel Upsell Strategy  Business 2 CommunityIt's crystal clear that your partner channel is an asset to your company's overall business revenue number. What's murkier is the operational process to actually ...
MHI accelerates air conditioning growth plans  Cooling PostUK: Increasing sales of Mitsubishi Heavy Industries air conditioning has prompted a recruitment campaign for its MHI Projects and MHI Direct sales teams.
Sales Enablement Manager - TrendKite  Built In AustinTrendKite is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Enablement: Your Game Plan to Repeatable High Growth  Business 2 Community“Failing to prepare is preparing to fail.” These sage words from John Robert Wooden, who won 620 games in 27 seasons as the legendary men's head ...
This Week’s Wedding Announcements  The New York TimesAll of the weddings right here on one handy page for you.
Sales Account Manager - WP Engine  Built In AustinWP Engine is hiring for a Sales Account Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Bill of Material Management Software Market Analysis, Trends and Forecast to 2025| AutoDesk, Aras, Dassault Systems  Spot HerldGlobal Keyword Market Overview: The latest report up for sale by QY Research demonstrates that the global Keyword market is likely to garner a great pace in ...
Director of Sales / Market Revenue Officer  TV News CheckSinclair Broadcast Group. Make your mark in Broadcasting and Digital Media. Sinclair Broadcast Group and Sinclair Digital Solutions are dedicated to making ...
Talent Management Software Market Sales Archives  TechnoBleakThe Talent Management Software Market report 2018 – 2023 introduced research report with details analysis on Talent Management Software Market report ...
Global Pain Management Drugs & Devices Market Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsWe have recently published 7ᵗʰ Edition market research report on Pain Management Drugs & Devices Market. For purchase inquiry and free sample pages ...
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
Reputations Help Heifer Prices Average $1857 At Palmyra Sale  Bovine VeterinarianShort supply plus strong demand restored prices for Show-Me-Select Replacement Heifers selling Saturday, June 1. The 87 head of bred heifers averaged ...
Enterprise Sales Account Manager - LogicMonitor  Built In AustinLogicMonitor is hiring for a Enterprise Sales Account Manager in Austin. Find more details about the job and how to apply at Built In Austin.
CE TECH Announces Appointment of Suzanne Flanagan to Senior Account Executive  PR WebCE Tech, (Cutting Edge Technologies), an IT business consulting firm, has just announced the appointment of Suzanne Flanagan to senior account executive.
Global Patient Temperature Management Device Market Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsWe have recently published 7ᵗʰ Edition market research report on Patient Temperature Management Device Market. For purchase inquiry and free sample ...
Global Thermal Management Technologies Market Report June 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  Market TrendsWe have recently published 7ᵗʰ Edition market research report on Thermal Management Technologies Market. For purchase inquiry and free sample pages ...
5 Sales Lessons from a Great Restaurant Waiter  Business 2 CommunityI went out to dinner recently for a special occasion with friends; it was a fairly new restaurant and I was excited to check it out. The food was delicious, the ...
West Pak hires Joe Nava in sales, business development  The PackerWest Pak Avocado Inc. has hired Joe Nava as vice president of sales and business development.
Sales Team Structure: Why 91% Of Top Selling Organizations Work Together to Close  Business 2 CommunityThese stats show the level of improvement needed with regards to working across functions in your sales team structure. Improving the level of communication ...
Sensemaking, Time Changes Everything  Business 2 CommunityThis post is the tenth post in my series on Sensemaking. Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales ...
Manager, Corporate Sales Engineering - CrowdStrike  Built In AustinCrowdStrike is hiring for a Manager, Corporate Sales Engineering in Austin. Find more details about the job and how to apply at Built In Austin.
How to Value Add with Key Accounts  RadioinfoPeady's Selling Engagement. Have you ever heard, or used, the phrase 'value add'?? In the advertising and media world it's our dirty little secret and it generally ...
Jason O'Neill Joins Taco Comfort Solutions as Regional Manager  ACHR NEWSCRANSTON, R.I. — Taco Comfort Solutions welcomed Jason O'Neill as the company's new regional manager for wholesale products in the Western United ...
How To Gain Market Share With Customer Centric Procurement  Customer ThinkIn today's fast-paced and competitive business environment, the ability to predict market trends and anticipate consumer demands is the key to success.
Hayes Completes Integration Reynolds Cycling  Bike EuropeMEQUON, USA – US bicycle component supplier Hayes Performance Systems which owns the brands Hayes, Manitou, Sunringlé, ProTaper, Reynolds Cycling ...
UPM Raflatac names Al Bever as Area Sales Director, Midwest, North America  GlobeNewswire(UPM Raflatac, Mills River, NC, USA, May 29, 2019 at 17:00 EET) - UPM Raflatac is proud to announce that Al Bever has been promoted to the role of Area ...
Economic Impact On Data Warehouse Management Software Market, Marketing Strategy, Top Players, Analysis and Forecast To 2024  Speaking TimesThe Data Warehouse Management Software Market report intends to provide cutting-edge market intelligence and help decision makers take sound investment ...
ZINFI Partner Portal Helps DataNet Internacional Launch Multiple Email Campaigns to Generate Awareness of Genesys Solutions in Costa Rica  GlobeNewswireGenesys Reseller Quickly Incorporates Partner Portal into Its Marketing Workflow. SAN FRANCISCO, June 04, 2019 (GLOBE NEWSWIRE) -- ZINFI Technologies ...
Nutanix - Misunderstanding A Miss And Some Other Observations  Seeking AlphaNutanix reported disappointing operating metrics at the end of last month. The shares sagged another 20% or so, in the wake of the disappointing quarterly ...
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
Opioid maker sold safety, dealt death and addiction, Tennessee lawsuit says  Knoxville News SentinelAs Tennessee's opioid-addiction rate skyrocketed, Endo Pharmaceuticals executives cheered their rising sales figures.

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More