Cracking the Sales Coaching Conundrum
The most common reason sales managers give for why they direct versus coach is not enough time, but it’s a bigger issue than that.
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Bottom Row
Rampant, ‘Running on Empty’ Puts Revenue Growth in Peril
Fine-tuning the organizational structure of your sales organization so that it functions optimally and supports higher expectations of growth must be a continuous discipline. You can’t afford to miss your next colossal opportunity because people are out of gas.
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Building Sales Capability Is Your Competitive Checkmate
So, what’s the difference between training and capability building? Training is tactical. Capability building is a developmental path. It combines business context with mindset and then adds defined activities that drive successful outcomes. It requires a broader strategic planning effort.
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Want to Grow Revenue? Then Upgrade Your Sales Organization’s Infrastructure
The sales org infrastructure that you leaned on to achieve your current level of revenue was probably fine. However, if you are going to add more strategy, more activity, and less margin for error to achieve a higher level – then it’s important to retrofit that infrastructure to increase its load-bearing capabilities.
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Love Shiny Objects: AI Possibilities Are Like Catnip
It’s coming of age faster than we could imagine. With it come these lofty expectations that AI will transform work and life as we know it. Sounds like a delicious blend of frightening and irresistible.
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Three Ways to Level Up Your Sales Leadership in 2024
As we turn the page on a new year, it’s a time when people expect a bit of a reset. So why not lean into this expectation and as a sales leader, resolve to do a few things differently in 2024? Here are three of my favorite leadership accelerators.
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The Little Things That Crush Sales Productivity
As a sales leader, you have high expectations for your team. You need each member to stay productive, focused, and motivated to hit their targets. Yet, productivity can be a challenging metric to measure, especially when so many distracting factors are vying for your team’s attention.
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It’s All Hands On Deck for Sales Kickoff Planning
You can set your iWatch to it. Sometime in early October (for those who plan), first week in December (for the reactives), kick-off planning commences. Someone’s fourth job will be to ensure that the festivities—the location, speakers, breakouts and team-building activities are ready to go.
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Some Leaders Can’t Quit ‘Easy’
Your people structure, your process, and your methods were built to support a particular level of revenue production. When start doing things differently, without careful planning, the weight of those changes causes cracks in your organizational system.
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With All Due Respect to Feedback, Leaders Can Give Teams a Better Gift
Clarity is the true gift. Sales leaders have a strategic view of the business. This top-down view is critical—it is easy to take it for granted.
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