Over the seven-plus years that I’ve had my consulting business, I’ve become much more interested in what holds salespeople back than what moves them forward. The problems themselves are more interesting than the fixes, and the fun is in the application. 

People are reluctant to admit this, but we still don't completely appreciate the total effects of the last few years.

The pandemic caused fear, isolation, and a complete rejiggering of the way we work. We're only now beginning to experience the hangover of all the financial strings that were pulled to keep things together. Our collective psyche has been rocked (to say the least).

As a result, there's been a reckoning of priorities. Everyone on the planet has been reminded of what's really important to them, and many of us realized that our preferences were a little (or a lot) out of whack.

Front-line sales management is the most challenging job in the sales organization. It’s coming at you from all angles. You’re responsible for several reps, which means, at the very least, you’re overseeing several books of business, and you’re probably required to travel a bit. So you’ve got more responsibility with less direct control over the outcome.