Everyone has a set of factors that influence their performance at work—some of these factors are work related, but many are not. The same goes for motivation; what motivates one employee might discourage another. Many managers gravitate towards complicated reward systems, accountability strategies, or other similar tactics that promise to…...
The Cost Of A Bad Hire
Hiring the wrong sales leader or salesperson can seriously hinder your business in more than one way. Why aren’t more companies taking the necessary steps to make sure their new person is right for their company? Financial Cost When it comes to the cost associated with a bad hire, people…...
The 5 Demands of a Competent Sales Leader
The word “demand” or “demanding” can induce an adverse reaction, and not without good reason. The way we are using the word “demanding” here does not point to the autocrat or despotic leader, who doesn’t care about their people. The term “demand” as we are using it here means being…...
10 Sales Management Strategies to Lead Your Sales Team
If you’re new to sales management, you need to develop the skills to lead your team. Adding a few sales management strategies to the mix can help you motivate the team to achieve the goals you’ve committed to. In this post, we list 10 sales management strategies to consider. Expectation Management Is the…...
Building A High-Performance Sales Team
Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021. First and foremost, create clarity about…...
When is the best time to work on the sales culture?
Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market. The…...
Three Ways to Lead More Effective Teams
Team leaders often focus on product details. Founders obsess over fonts. Sales managers fixate on tough-to-wrangle customers and shop owners on the minutia of shelf displays. Yet, all too often, virtually no attention is given to the fundamental driver of business success: team dynamics. Behind every choice in a startup,…...
How to Become a Sales Manager
Advancing from a sales representative into a sales manager role requires polishing your skills and presenting your best leadership qualities. When learning how to become a sales manager, there are several important steps to consider. These include: Aligning with required credentials Being a leader and team player Knowing how to…...
8 Powerful Strategies for Managing Remote Sales Teams
Remote sales teams are widespread right now due to the global pandemic. Most remote sales teams are adjusting, albeit with a few aches and pains, to the new status quo. But there are still remote teams that are struggling with the reality that the team is connected by nothing more…...
The 5 Biggest Mistakes New Sales Managers Make
This article describes the 5 biggest mistakes that new sales managers make, and how to avoid them. When new sales managers were peak-performing salespeople they mastered the science of selling. But once they become a new sales manager, they often find themselves working harder but not seeing a commensurate impact…...
6 Ways to Revive Your Sales Culture While You’re (Still) Remote
If we had a dime for every time we heard “new normal,” “unprecedented” or “uncertain times” in the past six months—well, we’d be some pretty rich quarantiners. But the truth is that when Covid-19 arrived, no one really knew that the new normal (sorry) would slowly become the norm. We still don’t…...
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…...
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 to Motivate Your Sales Team
Motivation is the key to any successful business team, but for a sales team, motivation can determine how successful or unsuccessful a company is. As a small business owner, sales manager or director, motivating your sales team can be one of your most difficult ongoing tasks. Not only do you…...
