Categories: Sales Coaching Tools | Sales Leadership
The best sales leaders are great coaches. If you’ve made the jump from sales rep to sales manager, you know that effective coaching is a learned skill. If you’ve seen the latest season of Netflix’s Last Chance U: Basketball, you know that Coach John Mosley Junior, Men’s Basketball coach at East Los Angeles College, thrives on coaching his players to success. I had the chance to interview him for a two-part series on The Audible-Ready Sales Podcast.
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Categories: Sales Leadership
I often have the conversation on “balancing long- and short-term sales goals” with sales leaders. Finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. So the question becomes, “How do you handle the pressure of the quarter while ensuring achievement of the long-term goals for your sales organization?”
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Categories: Sales Leadership
"We first make our habits, and then our habits make us." - John Dryden With 2020 being the year it was, many of us have likely picked up some new habits - some great and a few we may want to leave behind. Habits are critical to being successful in sales. Being purposeful with your habits now can help you seize this year’s opportunities to achieve new goals, both personal and professional. John Kaplan recently shared this post on LinkedIn around how he’s planning to clean up some habits rolling into 2021. It sparked a great conversation and a list of habits to aspire to in the new year. You may find them valuable too. Here are a few that were shared:
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Categories: Sales Kickoff | Sales Leadership | Sales Process
With any strategic change initiative, there’s always the question of whether or not it will stick. Anyone who’s been involved in a sales transformation knows, going from point A to point B, the desired future state, is no simple feat. The key to ensuring your change initiative’s success is to understand what it takes from the sales reps, managers and yourself as the leader to drive lasting outcomes. Then, commit to making it happen.
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Categories: Sales Kickoff | Sales Leadership | Sales Transformation
Many companies spend significant time and resources planning and executing their sales transformation initiatives and/or sales kickoff events. If done right, the effort can set your sales organization (and yourself) up for long-term success. Positive results can accumulate in the coming quarters and years down the line ... that is if you can ensure that critical concepts of your initiative stick with your sales team. Achieving sales transformation demands relevancy to your sales organization to ensure lasting outcomes.
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Categories: Front-line Managers | Sales Coaching Tools | Sales Leadership | Sales Productivity
Sales managers play a critical role in driving the success of their organization. They’re the people charged with reinforcing methodologies, coaching sales reps, communicating up in their organization and ultimately meeting team revenue goals. The good ones are expert multi-taskers and that’s why we often say that sales managers have one of the most difficult jobs in their organizations. Managers are a key component to your sales organization’s ability to maintain sales productivity right now. Enable them effectively. Distinguish yourself as a sales leader by finding areas where you can provide the most support to your front-line managers.
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