Strategy and Strategy Execution Many companies are going through their annual planning process. As the business unit head, you and your team have spent hundreds of hours building your marketing plans, analyzing trends, developing key tactics and building and...
Watch Strategy Execution Execute with Excellence to Crush Your Sales Numbers! Number one, your marketing team is ready to go; they have their strategies, plans, and budgets. As the Head of Sales, you are still in this, my friend, but you need to have your head...
Eagles are focused on being ready to start the new year. They will be developing plans to crush it in the next month or so. Don’t be a turkey and leave your planning until Jan.
How to Close the Gap and Hit Your Sales Objectives Do you need to close the gap in sales before the end of the year? With a few months left in the year, are you: 1. On track to achieve your objectives? Congratulations! Or 2. Is there...
Are you leading a sales force restructuring this year? Follow the five steps to leading a sales force downsizing.
What sales leadership style is required to succeed? In times of extreme change, BOLD sales leaders will adapt to the environment. See how.
What is stopping you from making the leap from good to great? The biggest obstacle is not a lack of skill but a lack of focus.
So, what is preventing you from achieving your goals of both you and your team earning a top bonus? Chances are, it is a lack of FOCUS.
One of the secrets to conducting impactful mid-year business reviews is focusing 60 to 80 percent of your time forward.
The Focused Sales Leadership Framework has three pillars for success. Leadership, Culture/accountability and Focus.
Many sales leaders are working 50-60 hours a week and still not getting the desired results. Focused Time Management will help you sharpen your focus, work fewer hours, and get better results.
What are the critical success factors you need to evaluate yourself against? Take the sales leadership self-assessment and see how you stack up!
BOLD leaders not only develop new strategies and tactics, but they act on making them happen without hesitation.
What Great Sales Managers Do? Many sales managers will be sitting down with their sales people over the next month or so to do mid-year reviews to gauge progress on objectives, business plans, and development plans. Sales managers spend a considerable amount of time...
Sales leaders only have a few levers at their disposal, so they must choose wisely. What are you doing to lead and succeed?
Sales Manager Coaching Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study...
New Sales Leadership Framework doesn’t change what sales leaders do to be successful. How they do it has changed for good.
In the post-COVID environment, coaching on F2F and virtual sales is a critical success factor. Who’s coaching the coaches on coaching?
The Hiring Process Post-COVID Should Consist of 4 Important Components
1. Fit Interview
2. Behavioural Interview
3. Virtual Selling Role Play
4. Scientific Assessment
The most significant impact of COVID on salespeople was the shift from face-to-face to virtual sales calls. From being on the road to working from home. This was a painful transition for many sales reps. As a result, salespeople resisted having their sales manager join them on virtual sales calls.
How Can Sales Leaders Accelerate Their Sales Post COVID? To answer this question, we must understand what has changed in terms of customer expectations. The biggest impact of COVID was that salespeople were not able to meet customers face-to-face.
Sales manager coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders.
Any success story begins with a plan, a blueprint of sorts, outlining what you want to achieve and how you plan to achieve it. Essentially, that means setting goals. While the ultimate goal for sales teams is to attain weekly or monthly sales quotas, getting there may...
Strategy + Execution = Success. Then having a rigorous strategy execution process will help sales and marketing executives crush their sales.
Sales are Down I always hated having to explain why sales are down. There is never a good answer. Sales executives and managers have no shortage of challenges. I can remember numerous times. I faced challenges when sales were off. One year in February, we were...
Sales Managers' Success Checklist Do you have a success checklist to see if you are on track for a successful year? How can you assess if you are on track? It is far too early to look at sales early. Go through the checklist below and see how many items you have...
Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process, companies...