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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It’s an old expression, but still valid. Each business and the individual departments within companies have leading indicators of future success. They also have lagging indicators of success. A leading indicator should, to some degree of accuracy, predict future success. A lagging indicator is a look at the past and lends no insight into what …
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Soft skills are different than hard skills. Hard skills are skills where the rules don’t change. Math and grammar are hard skills in that 2+2 will always equal 4 and “I” before “E” except after “C”, Soft skills are different in that the skill set needs to be fluid. Grammar, as I mentioned, is a hard …
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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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Everyone knows the motto of the Boy Scouts of America … always be prepared. This should be the motto of the sales professional as well. The #1 one area of dysfunction with your average salesperson is preparation, or rather a lack of preparation. There are lots of reasons: no clarity on what they are trying …
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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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CEOs and business owners are always asking me “Who makes the best salespeople?” I get questions like; “Should I look for someone with industry knowledge, or sales experience, or both?” Should I look for introverts or extroverts? Someone new and inexperienced, or a veteran of the game? Leaders looking for sales growth agonize over whom …
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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