As the industry begins to stabilize, it has become increasingly clear how drastically priorities and strategies for sales leaders have changed over the past year. Questions that sales leaders should ask when making budgeting decisions along with key takeaways from our discussion of these questions include: Read the full article…...
Make Your 2022 Sales Kickoff the G.O.A.T. (Greatest of All Time)
Your company may have specific policies about getting teams together, and regional differences regarding vaccinations, mask policies, and group sizes further complicate your planning efforts.But regardless of the physical or virtual setting for your 2022 sales kickoff, this is your chance to make a huge impact on how your commercial…...
Social Selling Guide for The Modern Sales Leader
If you ask ten people to define “Social Selling” you’ll probably get ten different answers. This conundrum can make it difficult to understand what social selling really is and how your sales team can use it effectively. This guide is for sales leaders to understand why social selling is imperative for the…...
5 Mistakes Businesses Make When It Comes to Virtual Sales Meetings
Sales meetings have always been stressful. But with the recent shift to digital, many sales professionals have had to adapt to a whole new way of closing deals. Naturally, as with anything new, mistakes are still being made. And since sales meeting blunders can cost you business, we've created a…...
How to be a Good Sales Manager in 2021?
With the outbreak of COVID-19, everything has become topsy turvy. Even the sales teams have gone remote to combat this situation. Be it the field teams or inbound teams, everyone is working from home. In such a situation, being a sales manager is not an easy task. A sales manager…...
12 Sales Training Techniques to Build an Unstoppable Sales Team
When your sales team goes from 0 to 1 or 1 to 2, sales training is easy. Lead by example with your sales training and you’ll have a strong Number Two willing to follow you into battle. Your new hire gets to work alongside you and absorb the sales process, see how you handle…...
Sales Hiring Mistakes to Avoid When Building a Sales Team
In the previous article, we talked about how to hire a phenomenal sales team. However, hiring sales representatives is no piece of cake and mistakes are bound to happen. As a sales honcho, you need to be extremely cautious and prudent while onboarding new sales personnel because wrong hiring decisions can…...
The Anatomy of an Elite Executive Sales Professional
Sales is indisputably one of the most competitive arenas to earn a living in. With immense pressure to deliver, many new sales professionals don’t last their first year. However, there are very distinct skills that sales professionals can focus on developing that dramatically improve their chances of success. If you…...
What to Expect of Great Sales Leadership
“How do I build a great sales culture at my company?” I get that question often from small business owners. And what I always share is that it starts with your leaders. When hiring for sales leadership roles, you have to think well beyond just promoting an experienced account executive…...
6 Tips for Hiring Top Sales Performers in 2021
We can agree that having top sales talent is essential for the success of your business. But, the fact that the sales landscape has changed and evolved tremendously over the past decade, makes the already complex process of hiring the right people for the job even more challenging. No wonder…...
15 Things Every Great Sales Manager Knows
What do you consider the greatest job in the world? Maybe I'm biased, but I'm convinced I have that job. Why? Here’s what I do every day: Talk with people who are actively engaged in sharing important information with me Figure out what makes those people “tick” Work with sales…...
8 Hiring Mistakes to Avoid, According to Sales Managers
As the cheesy saying goes, there is no "I" in team. However, there are a few in "hiring mistake." Hire well and you’re more likely to have a high performing and happy team. Hire just one wrong person, commonly known as a "hiring mistake," and you’ll spend a lot of…...
How Much Do You Know About Sales Hiring? Three Steps to Hiring A-Players for Your Business
If you’re looking to add a top sales performer to your team that has the skills, knowledge, leadership, drive, values, and forward-thinking to help take your business to the next level, there are measures you can take to make sure you avoid common hiring pitfalls. Believe it or not, interviewing and hiring,…...
Leading Your Team to Success: 3 Key Competencies of a Sales Manager
What makes an effective sales manager? Acting as sales manager can be a difficult job because you wear two bulls-eyes: one on your front and one on your back. Your senior management is pushing for results, numbers, revenue, and profit. Your sales people are looking to you for guidance. At…...
Grow the Sales Division – By Improving Your Talent Pipeline
Quick quiz for sales leaders: Over the past three working days, how many total hours did you devote to expanding your pipeline of qualified sales applicants? If you’re like most of the leaders we talk to, the answer was either a small number, an embarrassed silence, or both. Deepening the…...
Don’t Waste Millions of Dollars on Bad Sales Hires
Making poor hiring decisions is expensive. The U.S. Department of Justice (DOJ) suggests that replacing a bad hire costs 30 percent of their total compensation. Considering opportunity loss, I’ve seen replacement costs as high as a million per person in an enterprise B2B complex sales environment. That’s a painful reality.…...
