Gregory Deming Articles

Why Leaders Get Followed - Pointers from 297 people who chose to follow them. - Click To Read Article
Does every manager lead, inspire and motivate their team to new heights? Of course not, but some are remembered for years...even decades by members of their team. People have told me they have fond, warm memories when I ask them to tell me about the best leader they ever worked for. So instead of writing an article about the dynamics of leadership, I though it may be more useful to view leadership from the eyes of those that follow.

What's That Prospect Thinking? - Click To Read Article
Even the young gun sales star is in danger of becoming a dinosaur if they fail to reexamine their sales approach. The presentation that earned you a trip to Madrid two years ago may land you on Monster.com next year. Can you morph your presentation and sales strategy?

What Is A Quality Sales Organization? - Click To Read Article
Are you interested in extracting the optimal results from your sales organization? Then focus on building an organization that has a healthy, high performance culture. A high quality organization will ultimately morph into a world class sales machine.

Sales People..."How's It Going?" - Click To Read Article
Bosses would like to be your friend, but when they ask how it's going do you know what they are asking for?

Psssst... hire the quiet one... - Click To Read Article
So which candidate is going to get the job offer? The quiet one that answered all your questions very well, or that incredibly outgoing candidate that could barely stay seated? Leaning towards the firecracker? After all, who doesn't prefer the smiley super enthusiastic candidate?

Managing Sales Reps with "Attitude Problems" - Click To Read Article
Their production bounces around. They can be a sales superstar in the first quarter and be a struggling performer in the second quarter. Which extreme is the real rep? It's your job to manager them, where do you start?

Interview Questions To Find The Peak Performing Sales Rep. - Click To Read Article
Use an interviewing process to narrow the field of candidates from 100 down to 4, but ask this one question to identify the candidate that will most likely become one of your peak performing sales people.

Holding Effective One on One Sales Coaching Sessions - Click To Read Article
Coaching sessions are the most important duty of a sales manager. How you go about delivering a coaching session will define your leadership. Get your mind right! Are you there to help, or are you there to catch someone doing something wrong? Remember "Cool Hand Luke"? Boss: Sorry, Luke. I'm just doing my job. You gotta appreciate that. Luke: Nah - calling it your job don't make it right, Boss.

Are Sales Cycles A Thing of the Past? - Click To Read Article
Sales cycles, sales steps, sales effectivenss, CRM, sales performance. Stop thinking sales cycle and start thinking customer buying process.

Are Your Sales Reps Hard Closers or Hard Helpers? - Click To Read Article
Are your sales people learning the sales trade? Or are you letting them off the hook by learning the tricks of the trade?


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