It’s the final lap. You’ve lived through the year and now see the final hurdle, the December closing and quarter wrap-up. Just when you’re ready to ease it on in,… read more →
You’re taking a needed break this week. It’s Thanksgiving, the family’s gathering and you promise to minimize computer work over the long weekend. Tough but doable. Enjoy the downtime. Give… read more →
I’ve seen the future and, while promising, it needs some work. Over recent months I’ve been training sales teams with many of the reps under the age of 35. (Everyone… read more →
“I first met Mike Griego in 2005 in a Palo Alto café. Having retired as CEO and Chairman of the Board at Veritas Software, I was teaching courses on Entrepreneurship… read more →
A wise man taught me years ago: “There are 2 types of people in this world, those that make excuses and those that find a way.” I’ve applied this simple… read more →
Another quarter down as we move into summertime. Time to regenerate the team and shake up the marketplace. Rally around a win, a new product announcement, a white paper, a… read more →
Many executives believe the ramp-up time for a new sales rep to full productivity is less than 3 months. This is predominately a myth. Ramp-up times of 6 months or… read more →
As the year moves along 2 things are clear: we’re in a down market but deals are happening. Some sales organizations are struggling, it’s certainly tough for all, but there… read more →
I recently spoke to a VP Sales of a software start-up with several dozen employees. The VP expressed the personal burden of responsibility that he and his salesteam carried to… read more →
The team is settling down after all the meetings, product announcements and adjustments. You’ve got reps and managers sorted out and in place. Now it’s all on the sales team… read more →