I see this happening all the time. You may not stop to think about it, but it’s probably happened to you.
John Henley, on April 16, 2013
I see this happening all the time. You may not stop to think about it, but it’s probably happened to you.
John Henley, on March 18, 2013
John Henley, on March 4, 2013
Many times when salespeople fail to make a sale on a new prospect, they walk away not knowing exactly what went wrong. The answer generally lies in a hurdle they were not able to clear or a sign-off that caused the sale to fail.
John Henley, on February 12, 2013
Sales managers have an endless list of tasks they could attend to every day. Am I right? Of course I am. A large client demands your attention, your top rep needs you to look at a deal they are going to propose, you have more than a hundred emails that you should do something with, and oh yeah—you have piles stacking up on your desk and floor! (Read our other Sales Management Secrets here!)
John Henley, on January 2, 2013
As we move into a new year, great sales leaders in every industry and every country will develop a new or somewhat revised strategy for the challenges and opportunities they see before them.
John Henley, on November 28, 2012
You shouldn’t be satisfied if you nail your objectives 100% of the time. If you hit the bull’s eye every time, you are standing too close to the target. Challenge yourself and your team to stretch—to achieve great things. When you succeed, celebrate! When you don’t, congratulate the team for being willing to shoot for a tough goal. Then analyze what went well, discuss what could have gone better and set your next goal.
John Henley, on November 1, 2012
At a recent routine doctors’ visit, I was told my blood pressure was normal. It’s always re-assuring to hear this, but as I thought about this a little more, I started wondering... what is blood pressure, and what happens when it’s not normal. Blood pressure is the amount of force that the blood puts on the walls of the blood vessels as it passes through them.
John Henley, on October 16, 2012
Imagine if a Pro Football QB had their most effective off season of their career from a training and conditioning standpoint, but wore no equipment in the first game of the season. It would take one hit, and they could be out for the season!
John Henley, on October 1, 2012
He said so himself.
“It is not that I'm so smart. But I stay with the questions much longer.”
—Albert Einstein
