This is a real question and answer from Teaching Startup, where members (startup leaders) ask questions about building and growing their business, and the answers are published in a members-only newsletter so that all members can benefit.

Another sales kickoff season is upon us, and for the first time since 2019, these annual sales events are like kickoffs from pre-pandemic days. But not quite. The virus hasn’t gone away, sales teams are dispersed around the globe, and remote work is here to stay.

Can business leaders learn anything useful from a successful person's list of success tips? I certainly don't think that trying to apply such tips will enable a leader to achieve the same level of success. That's because a successful person has skills that society values. And you may simply lack that same level of talent. But it's possible that following some of their tips could make your life better

It used to be that technical proficiency was the main quality that was desired when it came to leadership. And while technical proficiency is important, it is now considered an entry level skill that is necessary to get your foot in the door. Besides, many jobs are now so complex that we need to rely on a team of competent people.

Managers are really having a moment. Between the Great Resignation, a lingering pandemic, employees demanding flexibility, skyrocketing mental health challenges, a looming recession, and general uncertainty, more and more employees are turning to their direct supervisors for direction and support. Unfortunately, managers aren’t always prepared to meet their moment because they’re woefully under-trained and overworked while tasked with leading their teams during heightened turbulence. To retain your managers — and the employees who report to them — you need to invest in their development.

Inspiration. Collaboration. Authenticity. Engagement and empowerment. It's easy to name some of the qualities of a great leader. Still: Since most great leaders are made, not born, it's a lot harder to possess those qualities when you have little or no leadership experience.

If you could tell your exact buyer motives, you'd have no problem tailoring an effective sales strategy to suit their interests and inclinations. If you could always understand your buyer's motivations, you'd never lose out on a deal. Even though you cannot read people’s minds, there are still ways to get a feel for the underlying buying motives that drive most purchases.

Like it or not, we’re already in Q4. For me, that means doubling down on my efforts to lead my team to meet our sales goals for the year. And I’m not the only one. This is when leaders focus on how their organization can gain the competitive edge and drive performance in this final stretch of the year. That’s why I advise my colleagues to go back to the basics.

Prospective buyers are generally reluctant to speak to sellers, which is one of the most considerable roadblocks salespeople face. And there are many factors that contribute to this reluctance beyond simple disinterest. For one thing, the sales landscape has dramatically and rapidly shifted in recent years. Since the late twenty-tens and accelerating through COVID-19, the sales process has become much more complex.

A client of Ron’s, “Kelsey,” a division general manager of a large food manufacturer, recently told him, “Everyone on my team seems tired…all the time. I ask them how they’re doing, and they tell me ‘fine.’ If someone asks for time off, I say yes. They get the work done, but it seems like they’re in a fog. I don’t know what to do.”

We spend a lot of energy looking for shortcuts to save time, and sure, those shortcuts add up. But when I look back, my biggest time regrets aren’t spending too much time on social media or mismanaging my daily tasks. Those are bad habits, but there are bigger, more systematic time wasters that have really gotten in the way. Fixing these will free up a massive amount of time and energy.

Winston says there ought to be a similar protection for students–and I might add, that protection should be provided for entrepreneurs and aspiring business owners, too. Namely, that no one should go through life without being armed with the ability to properly communicate.

Should you invest in coaching for your sales team or hire an external sales development rep (SDR) service? When it comes time to scale your sales team, there are two main options: invest in your current team or outsource to a sales development company. In this blog post, we’ll break down the pros and cons of each and how to choose the best option for your business.

A trip to the supermarket this week left me shocked—and a bit worried—at the price of groceries. It isn’t just food, though. The cost of energy, clothing, and even my Netflix subscription has been inching up. At the same time, my household budget has remained the same. It hasn’t dropped, which is good, but my dollars definitely don’t go as far as they used to.

If you look at Commitment and Motivation by sales proficiency or percentile, Commitment and Motivation become even clearer. 100% of the top 10% of all salespeople are both committed and motivated. Compare that to the bottom 10% where only 13% are committed and only 20% are motivated. The top 10% are 606% more committed and motivated than the bottom 10%! When we look at the weakest 50%, we learn that only 39% are committed and 76% are motivated.

We’re all familiar with the aphorism that “A rising tide lifts all boats.” But just because the economy ticks down, doesn’t mean your business has to do the same. Plenty of organizations increase revenue, expand margins, and launch new products successfully in challenging economic times. In this piece, the author offers three strategies to help your sales organization succeed during a downturn

The research is clear: Employee recognition—when done well—has huge payoffs. According to the data we collect on leaders across industries, every measure of morale, productivity, performance, customer satisfaction, and employee retention soars when managers regularly provide recognition

Having to work with frustrating people is simply part of life. You can’t escape them. But you also don’t have to grin and bear the stress as if you have no choice. While researching for my new book, “Getting Along,” I identified eight types of difficult people.

Emotional intelligence (EQ) is often regarded as the distinguishing factor in leading to success. This is true across different domains including all types of business, leadership, politics, education, science, and even family and social life.

If you’re seeking to become a better version of yourself, there are plenty of people and organizations willing to offer (or sell) a helping hand. Don’t get me wrong, I appreciate that there are helpers. We need their lived experiences and expertise to help guide and direct us and their frameworks help make sense of our complex lives.