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…...
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…...
How Sales Leaders Can Rise to the Occasion
Leadership is on our minds lately. And it seems we’re not alone. In times of turmoil and disruptive change, leaders are more valuable than ever. They provide guidance, confidence, and stability for teams facing uncertainty. They chart new roadmaps for scenarios where none currently exist. Strong leaders are indispensable at…...
Three Tips For Retaining Great Salespeople This Summer
Attracting and keeping good salespeople is at the top of every sales manager’s list of priorities. The better we are at inspiring and holding on to great salespeople, the happier, the more engaged, and the more successful they will be. Getting the best contributors to stick around makes our sales…...
How Effective Sales Managers Improve Team Accountability & Performance
Effective sales managers focus on building more team accountability and performance. An accountable sales team is the byproduct of an effective sales manager who holds salespeople accountable for daily behaviors, activities, and results. Effective sales managers improve the team’s sales performance when they commit to consistent coaching and adopt the…...
Six Tips For Sales Leaders On More Effective Hiring
Hiring is one of the most important things we can do as a leader… and yet for many of the people we work with, it remains something of a blind spot. It’s not a skill set they make a conscious effort to improve. Yes, there are a lot of priorities,…...
9 Critical Beliefs of a Confident Salesperson
One of the variables to success in sales is self-confidence. You create a sense of certainty for your clients when you are convicted about who you are, your ability to help produce better results, and the advice you provide them. When you are not confident, you create a sense of…...
Leadership Competencies to Help Your Team Improve
If you are a leader, you might look at this list to shore up any liabilities you might have that prevent you from helping your team put up their best results. You might also look at this list and measure whether you are doing enough to develop in some areas you need…...
3 Surprising Operational Lessons from High-Growth Sales Leaders
In fast-paced business environments, improving the effectiveness of our senior sales leaders can be a huge force-multiplier in the battle for revenue growth and team development. Unfortunately, being a senior sales leader at a high-growth company can be a lonely gig at times. While the role comes with weighty responsibilities,…...
8 Tips to Advance Your Sales Career in Uncertain Times
No one could have predicted COVID-19, but the people who can adapt are the ones who will advance their sales careers during this time. With the current state of sales, everything is changing fast. Approximately 50% of B2B companies have reduced their budgets. Digital is now the preferred sales interaction, with a 250%…...
Lead Your Sales Team Through Uncertain Times
My first tour of duty as a VP of sales coincided with the onset of the 2001 recession. Often referred to as the bursting of the dot-com bubble, the recession worsened after the 9/11 attacks, and while the economy technically recovered in the fourth quarter of that year, unemployment continued…...
