BLOG ROUNDUP FROM THE SELLING POWER BLOG Life and Leadership Principles I Learned from Grandma


HERMAN DIXON PRESIDENT & CEO THINK BIG!


I never knew my paternal grandma. She passed in the early part of World War II, a few years before my birth. However, my maternal grandma, better known as “Mamie,” was indeed one of the oracles of life. What a wonderful touch of comfort she always seemed to provide at just the right time. Food…wow, she could whip up a full meal in what seemed like a matter of moments. But it was Mamie’s abilities to listen and intuitively confront the many chal- lenges that faced her daily that have proven to be the learning principles I followed and continue to follow today. Here are the life and leadership principles I learned from her. Read More >


FROM THE SELLING POWER BLOG Six Predictions on What 2019 Has in Store for Sales


MARK MAGNACCA, PRESIDENT,


CO-FOUNDER OF ALLEGO


As we come back to work in the new year – refreshed and ready to hit the ground running – it is once again time for both reflection and planning for the year ahead. There’s no doubt the business of selling has seen rapid change in recent years, as game-changing technologies and increasing competition have transformed how sales reps develop and deliver compelling presentations, where and when sales training takes place, and even the way reps interact with one another to share infor- mation and insights. As sales teams across the country ring in 2019 at their national sales kickoffs, here are a few predictions we think will become more noticeable in the year ahead. Read More >


FROM THE SELLING POWER BLOG It’s Time for Sales Managers to Focus Beyond Numbers JULIE THOMAS


PRESIDENT AND CEO, VALUESELLING ASSOCIATES


Recently, The Indicator from Planet Money, an economics-focused podcast, gave one of its dubious Indicators of the Year awards to employee “ghosting,” in which people quit their jobs without any advance notice. Deemed the “tackiest trend” of 2018, the practice of workers just failing to show up one day is a symptom of a very tight labor market and, perhaps, mismanagement. After all, if someone feels valued, he or she is less likely to leave an employer – let alone in such grand, bridge-burning fashion. Even if you are certain your sales team members won’t leave you in the lurch, every sales manager should be concerned about turnover and its potential impact on productivity and morale. Finding and onboarding new talent takes time and energy. Read More>


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