#sales organization Tag

During my career, I have managed or worked with more than 1,000 sales pros, ranging from top performers to those who struggled to meet expectations. I studied high performers closely so I could better identify, hire, coach, and retain them. In my first book, Above Quota Performance,1 I described thirty characteristics they often shared. One important trait, however, did not make that list: while some top performers were highly coachable, many strongly resisted change. At one company, I first achieved success as a salesperson and later became Vice President of Sales. Our sales model assigned separate representatives to each product. As...

26 June, 2026

Why use the Player/Coach Model? This hybrid approach combines hands-on contribution (Player) with team management and mentorship (Coach). It is common in startups and agile organizations. The model offers leaders who both do the work and shape strategy.  It can be deployed in sales and non-sales positions. Rethinking the Player/Coach Model in Sales Leadership Late in my career, I held a role as a sales manager while also carrying an individual sales quota. Although I achieved considerable success in that position, it was also one of the most stressful periods of my professional life. Looking back, I am convinced that my team would...

19 March, 2026