What is Sales Leadership? It is not the same as leadership in other departments. Why? Because salespeople have different needs and requirements than someone on a fixed salary with a static job description. Click pix for link Some of the most important aspects of leadership are: (click pix for more) 1. Coaching is always teaching,
What if the bottom quarter of your sales team could produce as much or more revenue than the top quarter? What would that do for your company? What would happen if you replaced the bottom quarter of your sales team with “A” players that get consistent over the top results? When I talk
Do your prospects perceive you as a commodity even if you don’t? Do they see you as the “yes I’ll consider working with you if you can give me a discount?” Guess what, you’re the 20% guy (or girl….) How do you know? They say things to you like, “things are tough
I just finished speaking to a large CEO group this morning and I asked a very simple question. “What are you doing to track your sales people?” Several of them didn’t have an answer, but one of the men in the room spoke up. He owned a manufacturing company and said, “We track the amount
Wess Roberts in his book “Victory Secrets of Attila The Hun” credits the battle-savvy leader with having said, “Chieftains should never intentionally place [soldiers] in a situation where the price of losing outweighs the rewards of winning”. How often can you honestly say that your sales managers apply this rule to their salespeople? And what
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
Are your company sales dysfunctional? Do your other departments feel the sales department are a bunch of all-knowing back-slappers that lunch and play golf all day? If so, your company may be sales defective. So often when I work with organizations that hire me because they have “sales issues”, once I dig a little deeper
Published recently in Fit Small Business, an article that I am proud to be a part of! Check it out!! Top Negotiation Tips DON’T MISS #9!!
Do you have a playbook for your sales organization? If you don’t, how do you know that they are being successful? The obvious answer is if they meet and exceed goals right? Well, partly. If that is your only barometer then how do you know it will continue? How to you create a repeatable
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