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team dynamics

What An MBA Didn’t Teach You About Sales

The sales profession is challenging. You need to work hard at it to succeed. You need to learn from the best. You need to improve your skills continuously. If you think you can sell since you are a hit at parties and have a lot of friends, you may soon find that you are a failure as a salesperson. Blunt truth:

because the sales profession is so hard, you have to focus on doing everything in sales very well, or you will be considered a failure.

I call this blog, Skinned Knees because I try to relate all of the learning that I have done over the past 4+ decades (while skinning my knees in the learning process).

I hope that you learn from my mistakes so that your business will grow!

Two Tall Guys Talking Sales – Managing the Maverick: How to Lead Top Sales Performers Without Breaking Team Culture – Episode 146

When a top-performing salesperson refuses to follow the rules, tensions flare, and your culture might suffer. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey tackle a question straight from their B2B Sales Lab community: What do you do with a sales rockstar who drives the rest of the team nuts? If you’ve ever struggled with managing high-output, low-alignment team members, this conversation is packed with valuable insights, practical… Two Tall Guys Talking Sales – Managing the Maverick: How to Lead Top Sales Performers Without Breaking Team Culture – Episode 146

Two Tall Guys Talking Sales – Mastering Sales Hiring with John Lee – Sales Management Insights for Growth-Focused Teams – Episode 138

In this week’s episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey are joined by the “Elder Statesman” of fractional sales management: John Lee. With nearly four decades of experience and a deep track record of helping companies hire top-performing sales professionals, John shares a masterclass in sales hiring strategy. Whether you’re scaling from a two-person team to ten or trying to avoid costly hiring mistakes, this episode delivers practical, field-tested advice… Two Tall Guys Talking Sales – Mastering Sales Hiring with John Lee – Sales Management Insights for Growth-Focused Teams – Episode 138

Two Tall Guys Talking Sales Podcast – Winning Sales Strategies: Harnessing the Power of Team Play – E87

In this engaging episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome special guest Tom Morgan from Sales Xceleration. Join us as Tom shares intriguing insights from his vast experience in optimizing sales teams by drawing compelling parallels between youth sports coaching and sales management. Broadcasting all the way from Portland, Maine, Tom brings a fresh perspective on effective sales strategies and team dynamics. Key Topics Discussed: Key Quotes: Summary:… Two Tall Guys Talking Sales Podcast – Winning Sales Strategies: Harnessing the Power of Team Play – E87

Proactive Coaching: The Key to Unlocking Exceptional Sales Performance

A shift is occurring away from simply correcting problems after they’ve happened toward a more proactive and developmental approach to coaching sales teams. This evolution in strategy empowers sales leaders, CEOs, and managers to not only meet but also exceed their targets through effective team management and personal development. The concept of continuous improvement in sales begins with a focus on coaching. Unlike traditional reactive methods, modern sales leadership emphasizes coaching as a tool for… Proactive Coaching: The Key to Unlocking Exceptional Sales Performance

Two Tall Guys Talking Sales Podcast – Empowered by ESOP: Enhancing Sales Management in Employee-Owned Firms with Wisdom by Marc Metz – E83

In this enlightening episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey continue their engaging dialogue with Marc Metz, a seasoned expert in the sales and business transition arena. Building on the momentum of their previous conversation, they delve into the intricacies of transitioning a business through an Employee Stock Ownership Plan (ESOP). Marc shares firsthand experiences and practical insights, making this a must-listen for business owners contemplating a transition that… Two Tall Guys Talking Sales Podcast – Empowered by ESOP: Enhancing Sales Management in Employee-Owned Firms with Wisdom by Marc Metz – E83

Two Tall Guys Talking Sales Podcast – Mastering the Art of Business Transition: Insights from Marc Metz – E82

In this riveting episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome a special guest, Marc Metz, President of Optimus Sales Group. Together, they delve into the critical yet often overlooked topic of business transitions, providing invaluable insights and strategies for companies navigating the journey from generation to generation. This episode is a treasure trove of knowledge for business owners, sales leaders, and anyone involved in the business’s lifecycle. Key… Two Tall Guys Talking Sales Podcast – Mastering the Art of Business Transition: Insights from Marc Metz – E82

The Art of Sales Compensation: Balancing Motivation and Goals

Few topics in sales stir as much discussion and attention as compensation plans. The proper compensation structure can ignite a team’s performance, attract top talent, and drive a company toward its strategic goals. Conversely, a poorly conceived plan can lead to demotivation, high turnover, and missed targets. This discussion delves into the intricacies of designing compensation plans that motivate and align with a company’s broader objectives, offering insights for salespeople, sales managers, and CEOs alike.… The Art of Sales Compensation: Balancing Motivation and Goals

Two Tall Guys Talking Sales Podcast – Scoring Big in Sales: Lessons from March Madness – E79

In this sports-oriented episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey dive into the fascinating parallels between March Madness NCAA basketball tournaments and sales strategies. Kevin and Sean take this opportunity to explore how the tournament’s structure and the season leading up to it offer valuable lessons for developing winning sales strategies. Key Topics Discussed: Key Quotes: Additional Resources: MEDDPICCC for sales strategy and the importance of opportunity qualification –… Two Tall Guys Talking Sales Podcast – Scoring Big in Sales: Lessons from March Madness – E79