Sales Productivity

Are Your Managers Growing Revenue?

Too many sales managers look busy… But if you dig in, they’re managing reports, not performance. Here’s what separates strong sales managers from ...

Lori Richardson  ·  Aug 26, 2025, 5:45:00 AM

Sales Skills

Leaders Are Your Sales Managers Coaching?

Many sales managers mistake coaching for: Sitting in on a few calls, Running through dashboards, Telling reps what to fix. Want some AI tips for ...

Lori Richardson  ·  Aug 6, 2025, 11:39:00 AM

Data

How Can We Make Our Reps More Coachable?

We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top-performing sales ...

Lori Richardson  ·  Apr 18, 2023, 7:15:00 AM

B2B

Solving For the Lack of Coaching and Training for Reps - Second Nature

Coaching should ideally be “just in time” when needed to help support a seller’s efforts.

Lori Richardson  ·  Feb 13, 2023, 1:43:47 PM

Selling

Old Is Not Always Bad – Love is the Killer App

I don’t just talk about how selling was – I lived it. It may surprise some to know that many things about professional selling have NOT changed.

Lori Richardson  ·  May 24, 2022, 6:45:00 AM

sales leadership

Emotional Intelligence for Sales Leadership - Colleen Stanley

I want to be one of the first ones to share it when a book with BOTH sales leadership and emotional intelligence comes out I’m doing a happy dance.

Lori Richardson  ·  Jun 15, 2020, 8:02:24 PM

sales leadership

Sales Are Stabilized Now What?

You have stabilized and adjusted to the new reality of selling today. What happens now? Do you have the people to coach, train, and lead? Does the ...

Lori Richardson  ·  May 6, 2020, 5:45:00 AM