Articles and commentary related to leadership and sales management.
Are you protecting your sales team from failure or disappointment so they won't get discouraged or quit? If so, you are not doing them any favors. Listen in to understand how failure can be the perfect success strategy your team needs. In other…
Between setting goals and attaining them lives a mindset that will increase or decrease your chances of meeting and exceeding goals. If you learn how to manage this one thing your winning percentage on set goals will increase. It's time to…
As a sales leader we make decisions on how to respond, act and behave based on what we see or perceive in our team. We use logic and emotions to drive our behavior. If we are not aware of which…
Change is Inevitable, Simple, But Not Easy. For salespeople, to change is no different for us than anyone else. It’s hard. Really hard. And it is especially hard when you don’t want to change. You’ve heard the phrase “change agent”. …
I want to discuss two sales initiative implementation traps you can get into when you're implementing a new sales initiative. Maybe you're implementing our Part-time Sales Management system, or maybe you're bringing in a new product, some new pricing, or…
In this article, I want to help you leverage the skill of solving core issues to make your sales management efforts more efficient and a motivator for your team. I don't want you to be the person everyone goes to…
Let's talk about creating sales-team guidelines so that you can reduce uncertainty, frustration and sales-team conflict. When rules have been agreed on and documented , you will reduce sales-team conflict and reduce the amount of time you spend being a…
The Part-Time Sales Management Assessment is designed for those who carry many responsibilities including your sales management role. It's the perfect compliment for those implementing the Part-Time Sales Management (PTSM) System. The 15-question sales management assessment will help you quickly…
Sales Meetings can rock with the right rhythm and when you know the beat, melody, and lyrics to a song, it's fun and enjoyable to participate and sing along. The same goes for sales meetings. Salespeople will provide productive input,…
If we want to help and support our sales teams to be more accountable and self manage we need to up our coaching game. We don't need to improve our selling skills but we do need to improve our leadership…
FTI or Failure to Implement (initiatives or ideas) is a killer in business and can make it more difficult to convince your troops the next time you introduce change. Conversely, the more implementation success you have the easier it is…
Motivating others comes easy for some and can be more challenging for others. But there are moments we can provide an Eternal Motivator, but only if we act on......watch the video for the rest of the story. https://youtu.be/RTFBDAu_uuY What can…
We judge ourselves by our intentions and often judge others by their actions. You might believe (your intention) you are bringing CALM to your sales management, but could your actions be speaking differently to your sales team? Sales Managers bring…
In today's Sales Leadership Quick Tip video, we're going to be talking about sales dashboards. A sales dashboard is a mirror that you can put in front of your sales people to raise accountability and raise the results that your…
In this Sales Leadership Quick Tip video, I want to share a game you can play in your sales meeting called “Pepper”. Pepper is a game I use to practice sales skills in sales meetings. Or it can be used…
Our best intentions don't always lead to our best leadership practices but they can blind us from what's not working. Here are 5 sales leadership sins you want to avoid. 1. Doubting or not believing in your sales people. The first…
As leaders, it's easy to share advice, solve problems or give directions. But if you want to spend less time fixing and more time watching your people become independent, find the Power in Asking One More Question. https://youtu.be/b4kLaVnhtzQ I want…
Working hard is a good thing..IF..it's combined with working smart. You can help your sales team get the most out of their sales activity by implementing the following four tips for effective sales activity. https://youtu.be/UVV1Brptorw I think most of us…
In this Sales Leadership Quick Tip video, I want to share the difference of being 'responsible to' your sales team and being 'responsible for' your sales team. Both scenarios have a distinct impact on how we manage our teams. https://youtu.be/Uqaqi1j2Mpk…
You could try a crystal ball to improve sales forecasting but I'd recommend using the following six elements. We all want to increase sales. The benefit of sales forecasting is that it helps management determine and make new decisions based…
Salespeople will input CRM data consistently if there's value for them as well as management. Here's how to get there. https://youtu.be/gmezCgZ1mrE Before I get started on that, I want to share with you that Sales Manager Now is a Zoho…
In this Sales Leadership Quick Tip Video I share with you the 5 coaching tips I use to coach and strengthen a sales team. For me, coaching is about developing lasting change within the person I am coaching. Consequently we…
Hiring salespeople that are a good fit for your company's role will free you up from having to constantly motivate them. I had an owner of a company ask me, “How do you keep the team motivated? Our sales role is…
Guessing about others' attitudes, motivations, or mindset is a waste of time. Listen how to remove guessing, false confidence, or doubts about your sales team. https://youtu.be/3xPdN7IWLrc It's the same thing you should be telling your salespeople in a sales conversation…
If you want to improve your teams' selling percentage, don't let them overlook the reason for losing a deal in which they have the most control. Find out if they've been outsold. https://youtu.be/4hQelWGRQuU Ask yourself the question, “Why did we…
Onboarding Success Part 2 of 2 What should you include in your Sales Onboarding Orientation plan to get off to a fast start? There is a group of people at your company who know. Check out this video for a simple…
When you hire a new salesperson you only have one chance to get off to a fast start. Give it your best shot with a complete Onboarding/Orientation Plan. https://youtu.be/X8nB__8iYcg 1 - Understand Your Core Values To have onboarding success, you…
Your salesperson is not performing up to par and it feels like you've done all you can to help them. It's probably time for an improvement plan. Here are four keys to having a successful improvement plan that will either help…
I want to share with you 3 keys to improve and increase the trust level you have with your sales team by focusing on and understanding when to use each of these areas and how they have the greatest impact…