Tag Archives: sales leadership

Sales managers with new sales teams – first things first – focus!

When taking over a new sales team, sales manager should first identify and focus on what you team is doing successfully. Figure out how to codify those successes so they are repeatable and can be used more pervasively. Continue reading

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Developing sales talent – don’t forget your superstars

If sales management doesn’t invest in their top sales performers they are going to leave either now or later – the associated short and long term costs are staggering – the preventive actions are known and the cost of doing something is a rounding error compared to the costs of doing nothing. Continue reading

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Sales management: Step 1 – Stop annoying your sales team

5 tips sales managers can use to stop annoying their sales teams. Continue reading

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Sales leadership in 140 characters – thoughts on leadership from Biz Stone

When companies go through transformational shifts they change what the buy, how they buy and what they are willing pay for it. Sales leadership needs to the respond to the new realities. In times of rapid change, sales leaders cannot immobilize their sales teams because they don’t have all the information to remove all doubts before making a decision. Sales leaders must remember their sales teams are looking towards them to lead – to clearly communicate a strategic direction so they can translate that direction into action at the account level. Continue reading

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Sales leaders – how they unknowingly hinder innovation – An STC Classic

Sales – companies are unlikely to prosper if they view improvement simply as doing a better job doing what they are doing – innovation is required. However, if companies are going to take innovation seriously and do more than just manipulate the status quo, then new technologies are just part of the solution – not the entire story. Because of the scope of the change on the buyers’ side of the equation, a comprehensive perspective of innovation is required: sales force designs need revisiting – sales processes should be reviewed – roles and responsibilities deserve a new look and that is just the short list. When it comes to implementing sales innovation it is a safe bet to say it starts with the senior sales leadership team – VP of Sales and Regional Directors. Continue reading

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Sales leaders – 5 tips for achieving your best from McKinsey & Co

More than ever sales productivity is about creating a superior sales team – moving from good to great starts with excellence at the top. This blog contains 5 tips for helping first line sales managers to succeed. Continue reading

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Sales managers – it’s what you say and how you say it

A hallmark of a great sales manager is being a good communicator. It matters what you say and how you say it. This blog shares 4 best practices to help sales managers be more effective communicators. Continue reading

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Sales force turnover matters – An STC Classic

For companies facing high sales force turnover, how do you stem the tide? Better yet, how do you turn it around? Money is part of the answer. Compensation packages must be in line with the industry – but just “buying” sales reps with significantly richer compensations packages will likely result in losing them when a better offer comes along. Three additional initiatives that have a positive track record for addressing the sales turnover issue are: Non-financial rewards and recognition, Better coaching from front-line sales managers, Customized sales training. Continue reading

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Professional service sales – leveraging the power of the team

Team selling does not guarantee success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently leverage the power of team selling.
This can be a particularly important competitive advantage in the professional service sale. For many companies, selling as a sales team simply means two people going on a call. In professional services, there are field-based engineering and technical support staff, or implementation managers that are on site and have unique perspectives about the customer.
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Sales managers – stop assuming majority rules works best

It’s easy to manager a sales team when there’s consensus on where you’re going and how you’re going to get there. But what happens when there isn’t consensus? That’s when sales managers face some challenges. Randall Peterson, a professor at the London Business School, found that when dealing with small groups, majority rule doesn’t work – it simply makes for an unhappy minority. “They have nothing invested in success and often have something invested in failure,” Peterson says. “Particularly for a group under the size of 10 people, majority rule is a bad way of going about business.”

Since many sales managers deal with sales teams with around 10 sales reps, we were intrigued with Peterson’s recommendation – “qualified consensus” – where everyone has to at least agree they can tolerate the outcome; they can live with it Continue reading

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