When faced with the need to hire a new sales manager, it is natural to consider looking within the industry. However, there is compelling data to suggest that bringing in a sales manager from outside the industry can provide additional benefits. The sales and marketing functions are diverse and decentralized. If…...
The Definition of Sales Management – What’s Missing
The state of sales management in many companies is disturbing. Consider these stats from our Top-Performing Sales Organization study:66% of companies do not believe their sales managers have the skills needed to manage and coach sellers. Elite performers are 2.4x more likely to agree that sales managers and leaders are…...
7 Things I Wish I Knew Before Becoming a Sales Manager
So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Here are some chilling statistics that might make you…...
How to Give Feedback People Can Actually Use
Creating feedback that is truly useful requires more care and attention than is typically invested. Like any skill — chess, golf, learning Mandarin — offering strategic developmental feedback requires that we pay attention to and do many things effectively and simultaneously. Given the opportunity to help others develop and become more effective,…...
Why Leaders Get Stuck at Average
Some leaders think they’re good leaders when they’re stuck at averaged.We don’t automatically improve as time passes. The longer we do something the more likely we are to do it like we’ve always done it.Source - Read More at: leadershipfreak.blogDoing something a long time does not necessarily make you better than…...
This Is The Link Between Employee Motivation And Their Manager’s Mental State
To effectively lead and motivate employees, you don’t need charisma and a grand vision. Research from Michigan State University (MSU) found that being a successful boss was more about mind over matter.The study, published in the journal Organizational Behavior and Human Decision Processes, found that a leader’s focus, or mind-set,…...
7 Things I Wish I Knew Before Becoming a Sales Manager
So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Here are some chilling statistics that might make you…...
How to Measure the Effectiveness of Your Sales Process
You’ve established the various stages of your sales process. You know how the typical prospect goes from an email address in your CRM to a paying customer. You’ve trained your salespeople on the key actions required to move prospects from stage to stage.Now you need to know if your sales…...
How to Create Transformative Growth Points for Reluctant or Resistant Employees
They keep falling short. But you want them to reach the next level. Establish an affirming context for growth. A transformative growth point: Years ago I was asked to work with a manager who didn’t see their own potential. Her annual reviews were the same. "You need to improve your…...
