Dave is President and CEO of Partners In EXCELLENCE, a consulting organization that helps its clients achieve the highest levels of performance in sales, marketing, and customer service. Before founding the company in the early 90's, Dave held executive positions in IBM, Tektronix, and Keithley instruments. Today, Dave sits on the boards of several early stage companies and not for profits. Dave is an internationally recognized speaker, author, and thought leader in leadership, business strategy, sales, channel development, alliances, and performance management. Follow Dave's Blog at www.partnersinexcellenceblog.com. Follow Dave on Twitter at www.twitter.com/davidabrock Learn more about Partners In EXCELLENCE and how they can help you outSell and outPerform the competition at www.excellenc.com

I love working with sales people.  We’re focused, high energy, action, and results oriented.  Most of us are pretty good communicators, so it’s fun to talk to other sales people.  Whenever I get into a discussion with a group of sales people, one thing is really clear:  As sales people, we have a compelling need [...]

My colleagues have been quite articulate in talking about a lot of the fundamentals in developing commission and compensation plans.  The plan needs to reinforce your strategies and priorities, the behaviors you expect from sales people, and other things. 
I have been the beneficiary and victim of bad incentive plans, and I have victimized sales people with [...]

NCAA Basketball has a tremendous impact on my schedule starting now.  I’m looking at the schedule, kind of planning my time backward.  According to the NCAA Basketball site, final selection is on March 14, Opening Round Game is March 16, Fourth Round Completes on March 28 and the final four on April 3rd and 5th.
I’m [...]