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 to Fill Executive Sales Positions at Short Notice
At some point or another, every successful company will find itself in a position where key personnel decide to move on to other opportunities. And when these people fill essential roles like Chief Sales Officer or VP of sales, it creates an urgent and immediate need to find a replacement. …...
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…...
Getting the Right People on Your Sales Bus
In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not only getting the “right people on the bus”, but also making sure they are in the right seats (= roles) – as well as taking proactive action to get the wrong people…...
How the Right Sales Team Can Help Your Business Grow
As an entrepreneur, you’re probably no stranger to wearing a multitude of hats to see projects through. This is especially true if your business is in its infancy, when new partnerships or investments play a pivotal role in keeping the lights on. Eventually, though, your clientele will grow to a…...
The Qualities to Look for When Hiring a Sales Manager
Hiring is never a simple process, and it becomes even more intensive when hiring managerial positions. These are the leaders of your team — the people who inspire and motivate. The procedure of hiring a sales manager is multi-layered because it’s a position that involves many different hats. Depending on…...
My manager doesn’t do anything. Is it an issue?
The other day I was talking to a friend who had changed jobs at the beginning of the year and he came to tell me about his disappointment with his job and his manager in particular. At first it didn’t surprise me too much and I blamed it more on…...
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…...
Leading Your Team to Success: 3 Key Competencies of a Sales Manager
What makes an effective sales manager? Acting as sales manager can be a difficult job because you wear two bulls-eyes: one on your front and one on your back. Your senior management is pushing for results, numbers, revenue, and profit. Your sales people are looking to you for guidance. At…...
Goal for a Healthy Sales Culture
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”. When you are an individual contributor, your direct manager - often the Sales Manager – someone…...
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…...
Have You Set Your Sales Manager Up For Success? The Three Key Sales Management Skills For Growth And Development
40% of sales managers quit within the first 18 months, according to Steve Rosen, author of ‘Star Results’. That’s a jaw-dropping statistic on many levels. But, is it really that surprising? Or are sales managers being set up to fail from the outset? Too often, new managers receive inadequate training…...
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.…...
