By: Lisa Earle McLeod Lisa Earle McLeod is a leading authority on sales leadership and the author of four provocative books including the bestseller, Selling with Noble Purpose. Companies like Apple, Kimberly-Clark and Pfizer hire her to help them create passionate, purpose-driven sales organization. Her NSP is to help leaders drive revenue and do work…

By David Greene If you have been in a client-facing role in any industry for more than a year, you likely have been trained to develop your “value proposition”. Some call it the “elevator message”, some the “positioning statement”, some use their “mission statement”, and some refer to it as the “4-point branding message.” In…

Consider the following questions: On what basis – or standards – are you evaluating the ability of your advisors to execute? How have you communicated that to your advisors? On what are you holding them accountable? Just sales results? If so, how are you helping them reach those sales results? If you can answer these…