Blog
Mid-Year Business Reviews
One of the secrets to conducting impactful mid-year business reviews is focusing 60 to 80 percent of your time forward.
Focused Sales Leadership Framework Intro
The Focused Sales Leadership Framework has three pillars for success. Leadership, Culture/accountability and Focus.
Are You Focused On Achieving Outstanding Results?
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.
Are You a Great Sales Leader?
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 Required to Succeed
BOLD leaders not only develop new strategies and tactics, but they act on making them happen without hesitation.
The Key to Great Mid-Year Reviews
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...
What Awesome Sales Leaders Are Doing to Lead and Succeed
Sales leaders only have a few levers at their disposal, so they must choose wisely. What are you doing to lead and succeed?
Creating a Successful Sales Manager Coaching Program
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...
The New Sales Leadership Framework
New Sales Leadership Framework doesn’t change what sales leaders do to be successful. How they do it has changed for good.
Who’s Coaching the Coaches on Coaching?
In the post-COVID environment, coaching on F2F and virtual sales is a critical success factor. Who’s coaching the coaches on coaching?
Hiring Top Performers Post-COVID Recovery
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
Coaching Your Team Post-Covid Recovery
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.
Leading Your Team Post-COVID Recovery
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 Blunders Revisited
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.
Top 10 Reasons to Set Goals
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 Process
Strategy + Execution = Success. Then having a rigorous strategy execution process will help sales and marketing executives crush their sales.
Sales are Down… What is the Boss Going to Say? Nothing!
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...
The Sales Manager’s Success Checklist
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...
Quarterly Business Reviews – Drive Sales Performance
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...
Become a Sales Coach
Become a Great Sales Coach Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven't been taught how to properly coach their staff. If a sales manager could transform into an elite, top-level...
Top 10 Sales Coaching Quotes
Top 10 Sales Coaching Quotes Sales is a team sport, and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its members. Effective sales coaching is about helping your salespeople get better at...
Executing with Excellence
Is Your Team Executing with Excellence? In this Executive Briefing, I will share the three steps to executing with excellence, Sales managers, sales executives, and sales and marketing executives; this message is for you. Do you spend hours, days and months building...
How to Achieve the Success You Desire
3 Steps to Achieving Success The challenge for most people is knowing how to achieve personal and professional success. Many people compare themselves to others to gauge how successful they are. The problem is that there will always be someone who has more...
7 Critical Sales Leadership Challenges
7 critical sales leadership challenges Let’s face it; sales leadership has become increasingly more difficult. Next year's sales objective is going up, and your budget is being reduced. You face challenges of doing more with less, increased competition, pricing...
The Fearless Sales Leader
Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create...
What Leaders Have to Say on Setting and Achieving Goals
The Power of Setting and Achieving Goals New Year resolutions are nothing more than rhetoric. Despite the initial eagerness you may feel for the goals you have set, that enthusiasm tends to wane over time, often leaving you right back to where you started....
10 Qualities of Great Executive Coaches
Are you considering hiring an executive coach? Here are 10 qualities you should look for in an executive coach.
