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Team Building

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Dear Lee, Last year I was a record setting sales rep at my company selling high tech solutions. Today I received my annual quota for the new year and was shocked to see that my account list shrunk by 10% and my quota is the highest in the company.  I am  very frustrated with this. I attempted to negotiate a reduced quota with my manager but he dismissed my request, saying that he has full confididence that I will figure it out. My quota is gigantic but my spirit is weak. Any suggestions? Down in the South -   Dear Down in the South, I am sure that you are familiar with the biblical story about the tiny frail warrior David slaying the Giant, Goliath. If Goliath had been  a man of average height - who would've noticed? Who would've cared.? Remember the bigger the challenge the greater the rewards when you overcome them. Last year when you received your annual quota... (more)

Building Next-Generation Tech Leaders

I spoke to Mike Lim, VP for Engineering at Exist, who by the way is currently enrolled at the prestigious Kellogg-HKUST Executive MBA program, about this and here's my non-verbatim summary of our short exchange: Give people the opportunity to lead, even with small projects. Assign him/her a role, instead of giving tasks. This will give the person room to be creative and innovative. This'll give him/her a chance to demonstrate what he/she can be capable of. It's not having the title of a "manager". One can be a mentor to another, give inputs and share his/her experience to a peer,... (more)

Top Sales Executive to Share His Insights on Ulitzer

Lee Novak, one of the top sales executives in the country, launched his Ulitzer blog to share his experience, insights, and sales coaching tips. Lee Novak, a Sales Management Executive for 25 years, uses a proven people-first, client-first philosophy. Lee has a reputation for building teams that not only are high-performance groups but also that do business the right way, at the right time and for the right reasons. Novak publishes his Ulitzer blog posts on his two topic sites: Lee Novak on Ulitzer (http://leenovak.ulitzer.com) Team Building (http://teambuilding.ulitzer.com) Sale... (more)

Twenty Five Motivational Quotes and Thoughts for Today's Sales Leaders

The following represents twenty five of my favorite motivational, thought provoking and inspirational quotes which I have accumulated through the the years. I hope that you will find them useful, enjoyable and entertaining as you prepare to slay the competitive dragons! OVERCOMING OBSTACLES AND SETBACKS 1) Fall Down Seven Times Get up Eight. 2) If you are going through hell (lost a deal, behind plan, etc.) keep going. 3) Believe that you are going to turn this setback into a comeback! It is inevitable that some defeat will enter even the most victorious life. The human spirit is never... (more)

Top Ten Benefits of CRM

Dear Lee, I have worked in sales for the past fourteen years and have seen fads come and go. The latest is CRM that, my company has forced upon me. Isn’t CRM just another way for my company to act like BIG BROTHER to watch and monitor my every move? Stan, Tx Dear Stan, Would you board a commercial airline if you knew, 1) the plane was lacking a navigational system, 2) you would be flying to the busiest airport in the world without the aid of an air traffic controller or radar, and 3) the pilots would not have any radio contact to direct their take off or landing approach? Most ... (more)

Put Your Competition in the RearView Mirror

One of my first CEO clients - a leader in the early days of the Search industry - gave me a great piece of advice about the competition.  I still follow it. "If you pay too much attention to the competition - you'll always end up following them." At the time I actually think I thought he was nuts. After all, as a young idealistic marketing consultant, competitive analysis was one of those B school standards near and dear to my heart. Now, some twenty something years later, I see how brilliant he was. Companies have to think for themselves, not like their competitors. I'm not say... (more)