If you are like most inside sales managers, handling the day-to-day operations and achieving your goals is a battle. First, you have to hire the right salespeople. Then make sure that sales reps are trained properly, performing well, and accurately reporting information. In the meantime, you’re constantly dealing with the…...
What Can You Expect From a New Sales Leader?
Last month, we shared some thoughts on what a new sales leader should focus on. But what can you expect from a new sales leader? In a startup environment, it can be hard to know what to expect from a new sales leader you bring in from the outside. And…...
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…...
The Sales Skills Required to Reach the Next Level of Success
Sales professionals are approaching the coming year with a sense of guarded optimism because the next months are an opportunity to return to normalcy. As a result, more sales teams are gaining the confidence to finally start making long-term plans again. For most, these plans include developing new selling skills to capitalizing…...
4 must-know strategies for building a killer remote sales team
You want your sales team to dominate their quotas and close deals. But there's a challenge: due to the COVID-19 crisis, all of a sudden your all-star sales team is now working and selling remotely from home. Now what? And to be frank: for a first time manager, managing a…...
Keep Your Sales Team Engaged During Crisis
As business slows down across industries, it’s likely that your team is facing thinner pipelines and longer sales cycles. But that’s no reason to sit idly. How can you help your sales team stay motivated through this crisis? Your management style is critical. Keeping your team engaged now ensures they’re…...
How can Sales Teams Succeed in a Digital World
At the beginning of this year, because of the quarantine, most companies locked their doors, and employees had to start working from home. Although before the pandemic, they were more than 4.5 million remote workers in the US, many companies weren’t prepared for this. Sales teams, specifically, are one of the areas…...
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…...
What Should a New Sales Leader Focus On?
I’ve been interviewing a lot of candidates for Director of Sales lately, and there is one question I always ask. “What will you focus on in your first 90 days?”. Of course, the obvious answer is “results”, but there is a lot more to it than that. There isn’t one…...
How to Overcome Sales Obstacles During a Pandemic
How are you doing at overcoming sales obstacles currently? There are always obstacles in sales, but in our pandemic filled world, the obstacles are greater. However, the rewards are greater, too. I’m going to walk you through 10 sales obstacles that salespeople are facing right now in the pandemic and…...
What Sales Leaders Should Do in Their First 6 Months
A lot of the tactics and responsibilities effective sales leaders need to understand and fulfill aren't exactly intuitive. They can be tough to nail and navigate — especially if you're just settling into your role. While there's no be-all-end-all playbook for effective sales leadership, there are some tricks and strategies…...
4 Questions Sales Leaders Should Be Asking Right Now
Whether a business faces a sales slump or sales bump in the wake of the Covid-19 pandemic, it’s difficult for sales leaders to predict what comes next. Most have already taken urgent actions, such as moving to virtual selling, redeploying sales effort, and reducing sales force capacity if faced with…...
How to lead a sales team without micromanaging everyone
Managing people can be tough. Managing a sales team can be even more challenging with all the priorities, tasks, pressure from the C-Suite and the stress of hitting monthly or quarterly quotas. The most challenging part of the sales job is having the right balance between not enough or too…...
Why You Believe There Are No Good Salespeople
Entrepreneurs and leaders often complain that there are “no good salespeople” available in their market. Maybe you’ve muttered that yourself. But even if the salespeople you hired didn’t produce good results, the truth is that there are good salespeople in every market! As a leader, it’s your responsibility to attract them and get…...
5 Questions Sales Leaders Ask to Improve Sales Performance
Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance. High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence…...
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…...
