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Nature versus Nurture? The debate on whether excellent sales pros are born or made is a classic nature versus nurture argument. After extensive experience in hiring, coaching, and managing over a thousand sales pros, the author concludes that most (not all) high-performing sales pros are born with innate skills, which they further develop. While some mediocre sales pros can improve with training, they are a minority. The author disagrees with best-selling author Daniel Pink's view that everyone is naturally a salesperson, citing statistics and personal experience to support the idea that natural-born sales pros have a significant advantage. I had the opposite view! When...

22 May, 2025

“Talent wins games, but teamwork and intelligence win championships.” Michael Jordan1 Teamwork offers significant advantages over individual work through better communication and synergy, leading to enhanced problem-solving, innovation, and creativity. It often results in a positive work environment and improved morale, although this is not always the case. Most people prefer working in teams rather than individually, and I have always enjoyed being part of teams. Here are a few examples from my work experience that highlight a lack of teamwork: I was part of the Executive Group at a software company. During a meeting, a peer who had previously privately agreed with me...

12 May, 2025

Understanding Economic Cycles Economic cycles, comprising phases of growth or expansion and contraction or recession, are a fundamental aspect of the financial landscape. These cycles are a natural occurrence in all free economies, influencing how corporations navigate their operations to optimize profits and efficiencies. The U.S. economic cycle typically spans about five and a half years, although it can vary between eighteen months and ten years. Good times lead to difficult times, and vice versa. The stock market is dissimilar to the economic cycle, although they often experience similar behavior, as investors' beliefs in the future economy and company profits influence...

06 May, 2025

Have you ever walked into a meeting where one person dominates, trying to prove they know more than everyone else? And that you don’t know anything? It’s unwise to challenge them head-on. Handling Mr or Ms “Smarty Pants”: Navigating the Know-It-All Factor in Sales Every salesperson encounters brilliant evaluators eager to prove their expertise, often at your expense. They do not hate you or your company. It's usually an ego issue—they need to show off in front of peers. They rarely act this way in one-on-one conversations. Their sharp intellect and relentless questioning can derail your presentation and threaten your sale if...

28 April, 2025

Lessons in Leadership: Observations from My Career I have encountered numerous managers who exhibited substandard leadership qualities throughout my career. Beyond their poor treatment of staff through threats and intimidation, many struggled to effectively motivate their employees or understand the reasons behind high turnover. One manager, the founder and owner of a profitable software company, was undeniably intelligent, having developed a valuable program for checking the integrity of internal systems. However, he could not manage professional employees. His first-line managers, including me, operated as a dysfunctional team, receiving minimal guidance and support from him. One even admitted that he hoped I would...

21 April, 2025

I recently received a call from a sales professional seeking assistance with her strategy to beat her primary competitor, referred to here as ACME, on a significant sales opportunity. ACME frequently emerged as a finalist in many of her sales opportunities, compelling her to exert considerable effort to secure the sale. During our discussion, I inquired about her approach to competing against her top competitor. She responded: "What do you mean? I just informed you that ACME, whom we have been discussing, is my top competitor." I clarified that while ACME was a formidable competitor, it was not her foremost...

14 April, 2025

As a former accountant, sales manager, economics instructor, and someone who spent many years calling on large financial institutions and major corporations in the anti-money laundering field, I have always been fascinated by the concept of risk. Risk may be defined as the measured avoidance of negative consequences of an action. Whether it's losing money on a financial transaction, loaning money, or jumping out of an airplane, risk is an inherent part of our lives. Risk assessment is a fundamental part of our decision-making process, often done unconsciously. We first learn about risk, at a young age, when deciding whether to...

09 April, 2025

This is paraphrased from a famous line in a song written by Bob Dylan. The song suggests youthful idealism often gives way to realism with age. Many think they're brilliant when young but learn more as they grow older. I found this true in my career—from thinking I was brilliant in my 20s to becoming wiser in my 30s, 40s, and 50s. Life's complexities often show fewer black and white absolutes and more nuances. Adapting to technological changes means embracing new ideas and continually retraining. Rapid advancements require us to understand new technology's benefits and drawbacks. Success comes from being adaptive,...

02 April, 2025

Some people struggle to get started in the morning.  I never have had that problem.  I've always approached mornings with a clear sense of purpose, direction, and inspiration. I wake up early, feeling eager to commence the day's activities.  I seek challenges. Before having coffee, eating breakfast, or getting ready, I already know what I want to achieve that day. Often, I dream about the day's challenges while I sleep, which helps me mentally prepare. I create a "To-Do" list daily, checking off completed tasks and carrying over unfinished ones to a fresh list for the new day. Keeping this list...

24 March, 2025

You are the CEO of your personal brand. What does this mean, and why does it matter? In today’s world, whether you’re building a career in a corporation, as a skilled car mechanic, a talented beautician, or a dedicated elementary school teacher, managing your personal brand is essential to distinguish yourself from others. Think of yourself as a business. You market and sell your value—your skills, talents, and contributions—to employers, clients, or consumers. In return, they compensate you for that value. You also engage in transactions and purchase goods and services from others. Who runs this business? You do. As the...

17 March, 2025
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