Tag: Sales Leaders

The Gist:

• A good deal of onboarding gives sales reps inaccurate ideas about what is most important for their success.
• Better onboarding is the key to a fast start and successful reps.
• Your onboarding should establish what you believe is…

The Gist:

• One of the key responsibilities of a leader is creating a culture of accountability.
• Accountability doesn’t mean that you need to be a micro-manager or a tyrant.
• To create and sustain a culture of accountability, you need to…

Yesterday's post was a list of the most important resolutions salespeople should make in the coming year. Today's post, as you have already discerned, is about the resolutions you should make as a sales leader (and if you are a sales manager, you…

I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others.

Leaders…

I started this week at Gerhard’s Sales 2.0 Conference in Philadelphia. G puts on a heck of a good show, and I always learn a lot. I was there to speak on Big Data, but I spoke on Little Data.

Gerhard pushed all of us to share our best ideas about…

If you want to reach your big goal as a leader, here is the recipe. It’s simple, but it isn’t easy.

Start with hiring: Field the very best team you can. There isn’t anything that is going to help you more than starting with good people who care…

1. Give your team credit for the victories. Your team did the work. They did the heavy lifting. Take none of the credit, even when it was your idea and even when you worked harder than anyone. The victory belongs to your team.
2. Take the blame…

Every sales organization has a spiritual sales leader.

There is a sort of religion that develops within the sales organization, and the spiritual leader establishes and maintains that religion. The rest of the salesforce looks to the spiritual…

You were a great salesperson. You were truly special. Selling came easy to you.

You were born with the ability to create rapport. You like people and they like you. People have always trusted you, and you’ve always taken on more responsibility…

Value is the killer app in sales. Without it, you are relegated to competing on price. Here’s why your sales force is unprepared to create value and what to do about it.

No Business Acumen: Your sales force doesn’t have the business acumen, the…