Low sales performers drain the lifeblood from your profits and occupy valuable sales management time.

Without sales, nothing happens. The best product / service offering will not sell well unless the sales department is optimized - the right sales people are doing the right things.

Since 1963, much progress has been made in this nation to make our Dream possible. Yet I wonder how pleased King would be with our progress if he were alive today.

How do you respond to those who curse in the workplace?

If talent is the most important "asset" your company has and sales drives the future of your company, doesn't it make sense to have the CEO involved in the sales selection process?

Interested people do what is convenient.

I would like to say it is funny... Funny that sales managers think they can change sales people through sales coaching. It cannot be done.

We are often asked, "Why do some salespeople seemingly have what it takes while others do not?" Usually, this is a question asked by an exasperated sales manager or CEO.

What you think... What you believe sets the tone for your future.