INSIGHTS I’ve met over a thousand CEOs, but only two who said it’s unacceptable to miss targets come to mind. All other CEOs made excuses for their VP of Sales. https://youtu.be/ucNllaTCRmo I’ve met over a thousand CEOs, but only two who said it’s unacceptable to miss targets come to mind. All other CEOs made excuses …
#1 Reason Why Most Sales Leaders Fail | CEO Insights Read More »
INSIGHTS Winning sales cultures drive sales performance and attract and retain top talent. You want a list of sales culture best practices, but it all starts and ends with accountability. INSIGHTS You want a list of sales culture best practices, but it all starts and ends with accountability. Most of us know that a positive …
11 Winning Sales Culture Practices that Drive High Performance Read More »
INSIGHTS The key to effective sales process evaluation is avoiding searching for problems in your sales process. It’s about identifying and initiating improvements. https://www.youtube.com/watch?v=sVthNESZdnA Assessing your sales process is crucial for any business looking to improve results and increase revenue. By deep diving into your sales process, you can identify areas for improvement and make …
Assessing Your Sales Process: How to Improve Results and Increase Revenue Read More »
INSIGHTS Understand this first: culture is your competitive advantage. But core values support that company culture. Core values are fundamental. They support company culture and, consequently, your sales performance and profits. I witness the importance of the company’s core values daily. Core values define company culture, inform businesses’ strategic plans, and drive sales activities and performance. The …
INSIGHTS All sales leaders and managers need to know: this economic shift will prove whether you are a good sales leader; or not. I don’t want to diminish any company’s success in the last year. However… Hitting quota these past several years was great, but everyone was buying. We had a hot market; people were …
INSIGHTS Your best advantage during the lead-up to New Year is to lean into the fact that it’s the holiday season. Make next year the enemy. The holidays are a wonderful time of year: cheer, spirit, and fun. But, many sales managers accept that business slows down in the days or weeks before New Year, …
Holiday Season is Not an Excuse to Miss Sales Quota Read More »
INSIGHTS Sales teams plateau for one reason: weak leadership. Key insights in this guide include: If your team is genuinely plateauing, look at your sales activities, goals and systems to determine the problems. So, why does a sales leader plateau? Sales leaders plateau due to a weak leadership style. They must think of creative solutions to …
Why Do Sales Leaders Plateau? Managing Plateaued Sales Teams Read More »
INSIGHTS IN SALES MANAGEMENT, EVERY CHANCE, EVERY OPPORTUNITY, EVERY MOMENT IS A COACHING OPPORTUNITY. The reality is there’s no one size fits all approach to this answer. It’s like asking how long is a piece of string. So, how much time should you spend coaching your sales team? It depends. You spend all the time …
How Much Time Should You Spend Coaching Your Sales Team? Read More »
INSIGHTS Salespeople quit for a whole host of reasons. But let me say this: turnover on its own is not bad. There’s the wrong turnover and the right turnover. You need to know the difference. So, why do sales representatives quit? Sales reps leave for many reasons, primarily due to poor compensation structures. However, it …
Why Do Salespeople Quit? | Sales Turnover Advice Read More »
INSIGHTS You can’t read the label from inside the jar. That’s a fact. It’s easy for a leader to get stuck on a particular path while their competition takes a different direction and explores new opportunities. I see this happen regularly. I also see businesses seeking to hire their way out of their sales problems. …
10 Benefits of Good Sales Consulting for Sales Leaders Read More »
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