Sales Leadership

Accountability has become the buzz-word for “finding someone to blame.” True accountability focuses on fixing the wrong and finding a lasting solution. An excuse-free sales culture is defined as “a set of shared values, goals, and practices that minimizes excuses and maximizes the search for solutions.” When your sales team is not allowed to make excuses, you empower them to tap their talent reserves for creative options on how to handle adversity and conquer obstacles. What do you observe when looking at your sales team?

One of the most important (and difficult) decisions a business leader has to make is how to exit his or her business.  Yes, I’m talking about the business that you have built up over many years. The one that is home to your blood, sweat, and maybe even tears. And now the time has come to make that decision….Do you sell, merge, or transition to the next generation?