Every Sales Manager's Real Priorities The reason coaching is so important to sales is that the more you develop your sales team, the better your sales team becomes. There are dozens of tasks and activities that dominate a sales manager’s…
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…
Millennials are loyal to the bigger picture. They will help you get what you want if you help them get what they want. But first, you need to know more about what motivates them. As a young salesperson, I was…
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…
How can you enjoy sustainable and predictable revenues? Here are three ways that can make you the right kind of leader of the sales pack. It’s the second quarter of the year and revenues are running behind. Sure, it’s easy…
What would happen if existing and future leadership programs were centered around a results-based model of leadership instead of a competency-based one? Think for a moment of a leader you appreciate or admire. Then jot down three of his or…
Learn to say "No" thoughtfully and respectfully with the focus on creating a high-performance sales culture. Are you limiting your sales team and the ability to increase sales by not ever saying "No"? Sometimes, you need to demonstrate sales leadership…
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this action.” This statement or what is…
Sales managers are all around us; those in the selling game have likely encountered multiple. Like salespeople themselves, they have a wide range of qualifications, personality traits and work ethics, but the role of this figurehead is one that ties…
Early right actions make it easier to accomplish future critical milestones and prepare the team for unforeseen issues that arise later. Do you sometimes wonder how they do it? You know who I mean – the top sales teams, the…
Many sales managers don’t like having the difficult conversations---who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales manager. You’re excited about the opportunity…