There are several types of sales. Some salespeople sell to consumers (B2C), while others sell to government entities (B2G). In B2B Sales, the customers are other businesses. All types share the common need to help the client acquire better results or buy something they need. But each type has a different…...
Complexity Bias, Occam’s Razor & Your Sales Process
Complexity bias — our tendency to value complexity over simplicity — is part of being human. But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it.To understand…...
When is the best time to work on the sales culture?
Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market. The…...
6 Ways to Revive Your Sales Culture While You’re (Still) Remote
If we had a dime for every time we heard “new normal,” “unprecedented” or “uncertain times” in the past six months—well, we’d be some pretty rich quarantiners. But the truth is that when Covid-19 arrived, no one really knew that the new normal (sorry) would slowly become the norm. We still don’t…...
The Ultimate Guide to Sales Team Management
“Nothing happens in business until something gets sold”—this quote by legendary American industrialist Thomas Watson demonstrates how sales is the most important part of your business— no matter which industry you operate in. You could have a great product but what really matters is how you sell it. And for…...
5 Tips On How to Lead an Authentic, Pro-Sales Culture
f you lead a “for-profit” organization, then presumably you want some of the people who work for you to sell your products and services. You may call these people advisors, solutions consultants, relationship managers, etc., but if continuation in their jobs depends on their ability to acquire new business, then…...
Sales Leaders: Get Your Sales Culture Plan on One Page
A strong sales culture supports collaboration, fosters trust and develops a high-performing sales team. Who’s responsible for creating a high performance sales culture? Well, everybody – but as a sales leader, it’s your job to create and nurture an environment that enables your team to succeed. This doesn’t happen by…...
Goal for a Healthy Sales Culture
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”. When you are an individual contributor, your direct manager - often the Sales Manager – someone…...
5 Ways Leadership Can Support Diversity and Inclusion
Oftentimes leaders think the risk is too great to get involved in the discussion of diversity and inclusion. In fact, it’s the complete opposite. One danger of having a strong company culture is that it can be far too easy to perpetuate a culture of sameness where culture “fit” is an excuse to hire…...
Good Leaders Create Cultures in Which Good Decisions Are Made
Good leaders create cultures in which good decisions are made. The “trait theory” of leadership posits that good leaders are born with certain traits. The theory says that if we can identify those traits, then identify people who have those traits, we can select good leaders. The trait theory of…...
How to Craft a Successful Sales Environment
When I was in school, I played club volleyball. It was an intense environment — we traveled all around the country playing other teams in decked out conference centers and stadiums. Our coaches took our seasons very seriously. Practices were strict, physical training was mandatory, and we were encouraged to…...
4 Tips for Building an Awesome Team Culture
In a previous post I talked about how creating an awesome company culture has tremendous ROI in terms of increased profits, decreased turnover, higher goal attainment, and becoming a lightning rod for top talent…not to mention the amazing customer experience the results! So how can you go about creating an awesome culture in your team…...
9 Ways to Build a Positive Sales Culture
A healthy sales culture helps to drive sales and attract top talent. Your company's sales culture can make or break your business. When a sales culture is healthy and present, it can attract leading talent to your sales force and help your team feel content and engaged in the office…...
A Guide for Building A Successful Sales Culture
What is sales culture? And more importantly, what is a successful sales culture, and what does it look like? Creating a sales culture is no easy task, but it’s one we hear about all the time from our customers. From 100-person sales teams to 5,000-person sales teams, every sales leader wants to feel…...
Continuing to Invest in Company Culture
Well, I think it’s safe to say that it doesn’t look like COVID is going away anytime soon. Our team has been working from home for just over four months now. It’s crazy to think about that, even as I type this. I think we all feel the transition to…...
