Despite being awash in numbers, more sales data has not resulted in better sales performance. Therefore, it is critical that leaders understanding the sales metrics that contribute to effective sales management. Sales Activities, Sales Objectives, Sales Results Over the past…
For new sales leaders, there are three fundamental keys to building trust with your sales team and getting off to a great start in your new role: Competence, Consistency, and Concern. If you are a new sales manager, few things…
Not all times of day are equal: how to structure your team's day for optimal focus and flow. If you’re a sales leader, then you spend a lot of time thinking about your team’s productivity. You know there's a direct…
What sales leaders need to know about the connection between sleep and productivity and how to get more of both. Even before the uncertainties of the COVID-19 pandemic, Americans were under-slept. A large body of research shows we were quite…
While we all appreciate the new platforms and content that our companies provide, the problem becomes if we focus on getting visible without working on increasing our value, we’ll get vetted out of the deal. Visibility before Value = Vetted…
"We will continue to see a convergence of the digital and physical world. Those who conquer that trend will be market leaders" John Phillips, SVP of Logistics, Pepsico Digital evolution has changed how organizations conduct business. Disruption is everywhere as change…
To vet your sales reps and their progress fully, ask them specifically about the progress they've made during the time since your last meeting. This allows you to keep a finger on the pulse of your team's sales pipeline, identify…
In a hyper-competitive industry filled with giants, we need Millennials with superior sales acumen. But as wise leaders, we also have a responsibility towards the well-being of our up-and-coming sales leaders. My husband, Gordon, and I, love to go on…
What mountains are your sales teams facing? How might you inspire them to be more engaged in their own success, as well as yours? What can you do together to reach the top of the mountain? Sir Edmund Hillary, a…
You must realize that leading someone does not consist of getting them to do what you want, but putting value on what they want. I’ve been a leader in various organizations and of teams of various sizes for the last…
On this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo, discuss the challenges of leading sales teams in rapidly changing environments.
Leaders must never forget that every action they take and word they speak is being analyzed by their people for meaning.