Sales management is the most critical - and underappreciated - role in the sales force. Companies struggle to find something powerful to train sales managers on.

To assume that a bigger pipeline is a better pipeline is a dangerous assumption.

'We need to do more' is not very sophisticated thinking and not good sales management.

Over the long haul, salespeople come and go, but having top-shelf management in place is the ultimate answer.

We ask sales managers what they would do if they had an extra hour in their week. They always say they would get out in the field and coach their reps. Yet, they don't.

A daisy blooming in a desert is worth more than a rose blossoming in a rainforest.

There are so many people that use 'following your dreams' as an excuse to not work. When in reality, following your dreams, successfully, is nothing but work.

Bad weather always looks worse through a window.

Adolescence is a kind of emotional seasickness. Both are funny, but only in retrospect.

When you have civilized men fighting savages, you support the civilized men, no matter who they are.

I know you followed me. Don't look so surprised. It's called a rearview mirror.

The power within you which enables you to form a thought-picture is the starting point of all there is.

You know I ain’t got no brand new bag.

I don't want to be shut out from the truth. If they ban books, they might as well lock us away from the world.

Buy a cross section of American industry, and if a cross section of American industry doesn't work, certainly trying to pick the little beauties here and there isn't going to work either.