Leading sales teams has always been tough. Leading them now is even tougher—bad news. The good news is, when done correctly, you can lead your team through this and have them, and you come out stronger when it’s over. Here are three things to focus on as you lead your team through the new normal. …
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It feels like everything changed in an instant. Leaders and Sellers are reacting to the new normal of the COVID-19 crisis. Many of us have found ourselves having to navigate an entirely new working environment. Specifically, working remotely. While this may not be new or even challenging for everyone, it can take a toll on …
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There are lots of things salespeople don’t like to do: call reports, expenses reports, CRM data entry, company meetings, and of course, the dreaded Opportunity Pipeline Review. Ironically sales managers frequently dislike many of the same things, as they can easily cause frustration for both parties. With Opportunity Pipeline Reviews, the most common cause of …
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Sales Leadership can be a lonely career. Responsible for company revenue goals the role of the Sales Manager is critical. Often sales leaders are promoted from within the four walls of the company. Taking the very best sales professionals and tasking them with sales leadership is far too common. Add to this most companies provide …
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I once heard a colleague say, “The longest time in a sales manager’s life is the time between first losing faith in someone until the time they do something about it.” In sales leadership roles there is no shortage of things that cause professional heartburn, most of them are centered around the people on their …
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Early in my career, a close friend told me, “You have the gift of gab. You should be in sales.” Worst. Advice. Ever. Don’t get me wrong, having strong communications skills is essential, but it doesn’t mean you (or I) should be doing all of the talking! And it doesn’t mean sales professionals must be …
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Giving people critical feedback is hard to do. The goal of sales coaching is to change behavior. Either get a salesperson to start doing something they’re not, stop doing something they are, or do something they are doing only better. Part of the challenge is most sales managers have never been trained to give critical …
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Most sales meetings are just awful. At least for the sellers. Weekly, monthly, quarterly—it doesn’t matter. Most of the attendees would rather be doing something, anything, else. The reason? There are lots of them, but mostly it’s about value, or a lack of it, for the attendees. Sales managers, company leaders and HR can easily …
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Company culture is a more than just a buzzword tossed out by “Thought Leaders”. Every company has assets—most of them can be quantified. Company culture however is a critical component to the health of any organization and is nearly impossible to place a dollar value on. The costs of a bad company culture can be …
Read moreThe most effective salespeople are those who understand themselves, both their strengths and weaknesses, so they can develop strategies to meet the demands of their environment. The Sales Assessment outlines your performance tendencies within each specific phase of the Professional Selling Model.
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