Craps – The Perfect Metaphor For Success

I’ve never been much of a gambler.  I suffer from what I call the “John McEnroe Syndrome.” I dislike losing more than I enjoy winning, and that’s why you probably won’t ever see me in a casino.  I have gambled in the past, however, and the game that has always...

Why Don’t Top Performers Make Top Managers?

Recently, I came across an article that took a shot at the sales profession.  Sadly, that’s not all that unusual, given all of the misinformation and personal prejudice about the profession.  The article took a direct shot at the managerial skills of salespeople, as...

Embracing Repetition

A few months ago, my wife and I went to a concert of one of our favorite performers. (The name has been left out to protect our favorite performer.)  He sang a few older songs, and a few newer songs, but there was one song in particular we were waiting for.  This was...

Conquering Doubt

I’m a quirky guy, and as a distance runner, I had a few rather unusual tendencies to prepare for a race. Some might even say these tendencies were neurotic. One month before every race: I would not take a sip of alcohol until after the race. I would not eat foods that...

The Ultimate Indicator Of Success

Recently on a podcast, I was asked a common, but complicated, question.  The question was this: “What do you look for in a salesman?”  There were three of us on the panel, and we each had three very different answers.  The first answer came from a product specialist,...