Posts by: John R. Treace

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How Core Values Drive Performance

By John R. Treace July 2, 2012

Are core values, and the company culture they support, the most important ingredient in achieving predictability and consistency in the sales actions that bring about the sales results we want.

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Five Common Afflictions of Sales Teams

By John R. Treace June 1, 2012

Over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. Read to avoid their destructive impact.

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Nuts & Bolts of Sales Management, Book Review

By John R. Treace February 3, 2011

Time and again, Treace noticed the same sales and corporate management missteps that led to poor performance in failing companies. In Treace’s book, these all-too-common errors are described along with practical, proven solutions to help sales executives and non-sales executives evaluate and cooperatively support the company’s sales efforts. This practical information is what you didn’t learn in business school.

Below are a few of the topics covered in the book, each of which will provide readers with a strong foundation for understanding how to build an outstanding sales operation—whether they are a CEO, CFO, COO, sales manager, or sales rep wishing to move into management.


About The Author

John R. Treace headshot
John R. Treace has over 30 years’ experience as a sales executive in the medical products industry. He spent over 10 years specializing in the restructuring of sales departments of companies that were either bankrupt or failing. Investor groups and venture capital firms hired him to manage turnarounds of pre-IPO companies. In 2010, he founded JR Treace & Associates, a sales management consulting business. He is a member of the National Speakers Association and earned a BS in Psychology from the University of Memphis. Treace is the author of the new book, Nuts & Bolts of Sales Management: How to Build a High-Velocity Sales Organization. He is a columnist at, has contributed countless articles to top media outlets and industry publications and has been quoted as an expert by Wall Street Journal's FINS blog, Investor’s Business Daily, Financial Post,, and The Globe and Mail. For more information, please visit .