May 2019

During one of our annual sales events, a colleague from another part of the country was holding court at the opulent lobby bar of the hotel where we were all sequestered, boasting about closing the biggest deal of the previous year. I squeezed into the group to listen and glean some pearls of wisdom about […]

Many years ago while at my girlfriend’s company holiday party, I listened in disbelief as one of her colleagues blathered on about how much money he made in his sales job. Growing up, my parents impressed upon me that sharing your salary was something you just don’t do. I never questioned this piece of family

While I was commiserating with a colleague over a tough week of selling, he flipped his hand up like a New York traffic cop to stop my whining.   “Bliss, you’re the problem,” he said.“It’s up to you to put the ‘executive’ in your Account Executive title. You’ve been granted a franchise [my account list];

You know that feeling of astonishment when you have a waitress taking an order for a table of ten by memory?  Everyone at the table is amazed as she walks away, but there’s also a quiet concern if the order will be right.   If your dining companions are that concerned about whether the waitstaff

The spotlight of scrutiny shines brightest and constantly on salespeople.  The future of any company is banking on their salespeople delivering against their goals.  The larger a company grows, the larger everything gets, including the pool of underachieving sales staff. The growth of mediocrity isn’t limited to individual sales staff–it infiltrates management, too.  Once this