Motivating good sales teams to be great! Pep talks aren’t enough Successful companies and smart sales managers see an economic downturn or slow economy as an opportunity. A slow economy can result in decreased sales, unmotivated sales teams and deteriorating…
Of Managers and Leaders is required reading for those who use the terms ‘leaders’ and ‘managers’ synonymously. In reality, leadership and management are at different ends of the spectrum. While leadership behavior is synonymous with innovation, motivation, idea origination and…
“Did I hire my sales people this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability. Accountability means taking responsibility for outcomes –…
CEOs often have the desire to step in and manage the sales process, but it can be harmful. CEOs need to learn to trust the people they have hired. They should request to be informed and should certainly be invited…
If you are in a position of authority and wish to become an effective leader, then find ways of developing or strengthening these four characteristics in yourself. Remember, everyone is counting on you for guidance, and it is your ability…
People don’t learn by listening to the words you speak. They learn by watching your behavior. They learn from what you do, the actions you take, not your words. Make sure the lessons you are teaching the sales force are…
All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your sales people and discerning why they are not…
To all those sales leaders out there that believe coaching their managers is their job…. you have two choices, either step up and do it or realistically, outsource the best sales performance coach you can find and reap the rewards…
Getting your sales team to buy into your new sales initiatives, and developing key drivers for coaching, reinforcing, and measuring the implementation of these initiatives is what determines how successful your new sales culture becomes. At some point in a…
The problem with many sales managers is that they aren’t expected to get on the phone and sell. And the problem with that is how can they teach and coach something they aren’t doing themselves (or worse, that they can’t…
Improving Your Leadership Skills As a leader in your company, there comes a time when you will have to convey a truth that isn’t easy to hear or say. Whether you’re telling a prospect he is not a good fit…
Sales is a dynamic occupation that engages a dynamic world. Salespeople depend on your support to help realize their efforts. In order to achieve reliable growth, your operation must be designed to evolve from the collection, assessment and wise application…