Leadership Tips

Converting your sales function into a predicable, scalable engine calls for an entirely different playbook compared to other areas of the business

Those about to embark on hiring their first sales leader are wise to recognize the importance of getting it right with such a critical role, but often aren’t aware of the pitfalls to avoid.

Whether your company has a single salesperson or a full sales team, translating your company-level Sales Goal into smart, attainable sales quotas increases your chances of actually hitting your goal.

Sourcing sales candidates requires a special set of skills that experienced human resource representatives and traditional recruiters are commonly missing. 

Sales training is important for developing the skills of your salespeople. As a leader, you owe it to your team to invest in their success through core sales training and individualized development plans.

Leadership needs to clearly establish the roles and responsibilities of their sales team to hit revenue goals.

Many leaders don’t know how to maximize the information they collect in their Customer Relationship Management (CRM) systems.

By identifying and capturing the right sales activity data, you can derive insightful metrics that help you better understand how well your team is tracking to achieving their short-term and long-term sales goals.

Virtual Selling has become the new normal. Check out my latest blog on how to redefine “Sales Ride-Alongs” and pick up my free Sales Call Planning Guide to help your sales team achieve better results.

Successful sales teams understand that the customer journey is not the same for every customer. Each buyer has their unique needs and preferences. Your company can grow rapidly if you can effectively map out the choices your buyers make and how your sales team performs at each stage of their decision-making process.