Category: Leadership

The Gist:

• We expect too much of sales training when it comes to providing new skills and competencies.
• Transferring knowledge is part of development, but successfully improving results requires transferring competency, so salespeople can…

The Gist:

• Collecting more data increases the number of reports available, but reports are meaningless unless you do something with the information and insight they provide.
• Reports that are negative require action to improve the results.…

The Gist:

• Prioritize the development of the individuals on your team.
• The most important factor in growing revenue is growing the people responsible for creating and winning deals.
• Improving certain critical competencies makes it easier…

Even well-intentioned leaders often make the same mistake when hiring a sales manager. They look for a person with a proven track record in sales, someone who knows how to create the exact results they need from the team they will lead. The logic…

People tend to look at professional development as being skills-based or educational in nature. It’s true that improving skills and competencies is critically important—and tremendously valuable—to professional development. But new skills…

Groups of world-class performers share a common set of beliefs and behaviors, whether they’re orchestras, sports teams, or military organizations. It pays to observe and imitate their practices, as following high-achieving models can improve…

We can break the care and feeding of a sales force into a few large categories, each of which includes several elements that move the needle when it comes to economic and professional growth.

Mindset

Psychological Safety

Any exceptional…

Yesterday, a sales leader asked me a question that sales leaders should ask more often: “How do I get my salespeople to prospect?” In this case, the leader explained, his sales force didn’t believe they should be calling their clients and…

During a conversation with some well-recognized leaders in the sales-improvement space, the topic turned to ways that sales managers spend their time. Generally, most spend it poorly, responding to internal demands and other distractions that…

The best sales organizations have a positive culture of accountability. There are very few leaders who would argue that accountability is necessary for sales, but very few talk about high standards and accountability with their sales force, a…