Leadership Series- The Essential Roles of Sales Leaders

Gratitude? Thankfulness? Encouragement? All are words that make our world a better place. Gratitude is a small act with a powerful impact: it ripples and continues out from where it started, improving the mindsets of all involved. Gratitude expressed in a sincere manner changes the complexion of how you see your day and your work. […]

How well are YOU Driving Change?   As a sales manager or a salesperson, does the idea of change draw you in and compel you to take action? We all know that although change can be positive and is ever present in today’s hyperactive world, it is also challenging. Have you wondered what other sales […]

  As sales managers, we like to break salespeople up into three groups, at most: good, bad, and mediocre. That might work, at least marginally, when it comes to studying the raw numbers like how many accounts they have opened, or what sort of revenue they’re bringing in to the company. But as a recruiting […]

Define and refine your team’s vision of achievement How often do you find yourself wishing your sales team could simply “do better?” If you are like most sales managers, the answer is probably at least once a week. But ask yourself this: have you ever told them what “better” would actually look like? Have you […]

Dedicated practice time is critical – are you on skills life support?   Think about it. Football players practice all week for a two-hour meeting on the playing field. Basketball players practice every day for 60 minutes of game time. We all know a champion is more successful because of the unbridled commitment to preparation. […]

Are your priorities lined up to lead your team to excellence? When sales managers think of the things they would need to work on in order to be consistently excellent, they tend to come up with topics like motivation, product knowledge, and the ability to teach their producers to provide unbeatable customer service. These are […]