Every company needs to face this question multiple times in their life cycle: What is the best way to maximize our growth and how should we build a sales department to capitalize on our market potential? The answer is never simple. The answer will likely change from quarter to quarter, year to year. There is no perfect playbook... Continue Reading →

After one of my first posts an ex colleague of mine, Cam Hardaway, sent a thoughtful question in response. He asked: "In your experience as an IC and people manager, can you elaborate on what tends to energize and create happiness for the people around you?" I replied with the first 5 bullets I thought... Continue Reading →

A few weeks back I wrote a post about hiring and what I look for in candidates in order to build a world class sales team. Consider this a companion piece on the other end of the spectrum, firing. Being in management you'll hear the phrase "Hire Slow, Fire Fast" a ton. While I do... Continue Reading →