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…...
10 Rules to Being a VP of Sales in a Startup
If you come from a large software company, don’t implement their methodology. It isn’t going to work in a startup. Literally 100% failure rate. Let go of what you know. Listen. Learn. Adapt. And get moving. I went to a startup once where the prior VP of Sales had 13…...
Leading a Sales Team out of a Slump
Sorry to be the bearer of bad news, but a sales slump can, and will likely happen to every business at some point. One minute, your company sales are cruising along, only to be hit by stagnating or plummeting revenue. These speedbumps in growth can be caused by a variety…...
How Sales Leaders Can Reclaim the Advantage in a Virtual World
Many of the sales leaders I’m talking with this summer are working on how to help their teams raise their games in the virtual world we’re living in. I’ve been collecting some best practice ideas that can help you and your team reclaim competitive advantage in a virtual world. Back…...
Four 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…...
Did You Hire The Right Sales Leader?
As the world starts to move out of panic mode, into healing mode and back to growth, you may find yourself in need of a sales leader. There are few decisions more critical for a company than hiring the right leader for your sales organization. This role is responsible for…...
5 Successful Sales Team Management Strategies That Boost Representative Performance
Sales team managers need to implement a number of strategies to boost the performance of their representatives. With a number of other business aspects to consistently monitor, deploying the top sales team management strategies can seem difficult. However, practicing the best strategies improves your employee morale, drives better results, and…...
Signs It’s Time To Hire A Sales Leader
When you first establish your business, you do it all; marketing manager, human resources, product or service expert, finance analyst, sales leader, etc. But there comes a time when you want to grow your business, and you know hiring a sales leader is a step in the right direction. Here…...
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…...
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 Shift From Sales Management to Sales Leadership
Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization. And these tasks have become more…...
Sales Leadership – Habits And Skills Of Effective Sales leader
There is immense importance of leadership in sales jobs. Most of the salespeople who are successful attribute their success to their sales leaders. Good leadership can make or break the sale of the company. When the term leadership is used, many people think of it as management, when both of them are entirely different.…...
How to Use Sales Management to Advance Your Team
The highlight of any sales operation is the act of closing a deal. Revenue is generated, high fives are given, bonuses are awarded. It’s truly a glamorous production. But what about the not-so flashy side of things? Like the people who hired the rep that made the sale, or the…...
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…...
How To Coach A Remote Sales Team: 7 Steps Successful Sales Leaders Are Taking Now
How long has it been since you stepped foot in your office? Normally, the move to remote happens gradually, with time to make clear plans, educate your team, and train them effectively. But with so many teams being moved to remote work on a moment’s notice due to the crisis,…...
The Wrong Pick For Your Next Sales Manager
Often, the obvious pick for a sales manager is also the wrong one. Picture this. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Not necessarily. Contrary to popular belief, the skills that make salespeople successful…...
