Blog
The Power of Handwritten Recognition
The Power of Handwritten Recognition The best way to recognize great performance is by sending a handwritten motivational card. I believe there are two things that motivate most sales reps. 1. Is the ability to do the job they paid to and2. Being recognized for...
STARS Shine While The Rest of Us Sleep
5 Action Steps for Mid-Year Success You are halfway through the year, and you have two choices: You can either have your team go on VACATION or have them spring into ACTION. It is a choice. Repercussions are only felt at year-end. If you want your salespeople to...
Sales Leadership on Steroids
Peer Group Discussion & Leadership Coaching Sales leaders need to remember that they must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient. The most effective ways are networking with a peer group of...
Four Principles for Hiring Sales STARS!
Hiring Sales Stars Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process,...
Leadership Development in the New Millennium
Sales Leadership Development Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the...
5 Ways You Can Leverage Sales Leadership to Close the Sales Gap
Unleash the 10X Factor to Close the Sales Gap Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company's revenue, and your colleagues are...
Are You Leading Your Team to Defeat?
Sales Executives: Are You Leading Your Team to Defeat? The sales force is the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with unprecedented change, fiercely competitive...
Setting Your Goals on Success
Setting Your Goals on Success. Work hard and stay focused on these goals and you are on your way to becoming more successful.
Sales Leaders’ Guide to Developing an Awesome Sales Management Team
Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently delivers outstanding results. Given limited budgets,...
Make your SELF Indispensable!
Make YOURSELF Indispensable! Build a Bigger Network to Increase Your Market Value Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. When I talk about market...
What is Executive Coaching?
What is Executive Coaching? The New Trend in Executive Development is Coaching. Why? "Executive Coaching is the fastest-growing phenomenon today" Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting...
Is Your Pharmaceutical Sales Team Ready to Execute?
3 Steps to Flawless Sales Execution The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well. The most significant factor in the growth slowing...
Sales Manager Rule #1: Coaching to Improve Skills
Chris committed to coaching to improve the skills of his sales team. He is a district sales manager who just took my Focused Sales Coaching online program. He has done well implementing the program and is so close to being a great sales manager. But until he truly...
Are You Focused on Results Generating Activities?
Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? As a sales leader, you are...
COVID Proof Your Sales Force – Invest in You Sales Managers
Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years....
Awesome Virtual Coaching Creates Master Virtual Sellers
Awesome Virtual Coaching Creates Master Virtual Sellers [gap height="30"] COVID has impacted everyone. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. Companies that have been quick to adapt have been able...
Urgent! Action Required to Close the Gap
For most businesses, the first half of 2020 is a write-off! COVID-19 has hurt the economy, and many companies have suffered. If you want to close the gap you need to act now! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated,...
Sales Leadership Roundtable – Tips on How to Communicate
Sales Leadership Roundtable - Part II Part II from the sales leadership roundtable includes over 30 great tips from a group of awesome leaders on how they are communicating during this crisis. Click here to read Part I. We all realized that we are all in unchartered...
Sales Leaders Share How They Keep Their Salespeople Focused
Sales Leadership Roundtable Discussion [gap height="30"] I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have...
What’s Holding You Back?
What’s Holding You Back? [gap height="30"] It's a new year and a new decade. It is time to reflect on where you are, where you would like to be and commit yourself to get there. Like most sales leaders, you want to achieve your sales objectives. You may want to be the...
Weekly Sales Management Tip #15: You Can Never Over-Communicate
[embedvideo type="youtube" id="Hn33p8aNYG4"] [gap height="30"] During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are...
5 Reasons Your Managers Are Not Sales Coaching
Most sales executives realize the impact of managers, not sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. To Coach Or Not To Coach? That Is The Question [gap height="30"] [gap height="30"] Here...
Sales Strategy #5: Develop a Coaching Culture
Develop a Coaching Culture Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you...
Sales Strategy #4: Plan to Succeed
Plan to Succeed I hope you have enjoyed our video series so far in terms of strategies to Crush your Sales Numbers. Strategy #4 is have your sales reps develop their own territory business plans. In business, no one plans to fail yet many fail to plan. If your sales...
Sales Strategy #3: Invest in Yourself
Invest in Yourself Like most sales executives you cognitively understand the importance of developing your leadership skills and the advantages of ongoing networking. You find yourself too busy due to ongoing meetings, conferences, telephone calls, and emails and...
Sales Strategy #1: Invest in Your Front Line Sales Managers
The first strategy is to invest in your front line sales managers. Do you want to crush your sales numbers? Well for the next 5 days I am going to share my five strategies that help sales executives crush their sales numbers. [gap height="30"] ...
Effective Sales Coaching
Hey Steven coming at you right again with my next Executive Briefing I am going to talk about effective sales coaching. Last time I spoke to you about coaching and the quantity of coaching. How many days should a manager spend in the field? I found this old...
