When your sales team is stuck it can be hard to pinpoint what you need to get them moving towards their goals again. Our team share their insight and advice below on a range of topics which aim to help you get out of the rut and start creating a winning culture your whole team will thrive in.
Value-Based Leadership: How to Build a High-Performing Sales Organization
Building a Top-Performing Sales Team Successful sales teams don’t happen by chance; building a top-performing sales organization requires a high degree of talent nurturing. Here, we’ll explore how to develop a winning sales team. Leading a Multigenerational Team: Boomers, Gen X, Millennials Today’s workforce is more diverse than it’s ever been before. The modern workplace…
Your Team Needs a Coach, Not a Couch!
According to a sales enablement study, nearly half of sales managers today (nearly half!) spend less than 30 minutes per week coaching their sales reps on their skills and behaviors. That begs the question: what are they doing then? Very likely they’re concerning themselves with their own sales, pouring over reports, dealing with customers, meeting…
The Great Retention: How to Attract and Retain Top Sales Talent
The time of the ‘great resignation’ is upon us. In April of 2021 alone, 2.7 million workers quit their jobs–a spike in resignation that hasn’t been seen in more than two decades. By July, 10.9 million jobs were open with companies scrambling to attract new hires. But keeping them around seems to be the real…
Coach Like a Boss: How Great Managers Get the Best out of Their People
“Average managers play checkers, while great managers play chess.” —Marcus Buckingham Managers don’t always get the credit they deserve. So much so, that in 2002, Google tried to eliminate managers from their company hierarchy. The result was confusion, lower morale, and less productivity. Turns out managers actually do matter—a lot. Google, to…
Leading Remotely – Is Anyone Home?
It’s safe to say that the COVID-19 pandemic has radically shifted the modern workplace. Economic shutdowns globally forced companies of all shapes and sizes to retreat into distributed environments while still performing the work necessary to keep things going. When you layer on top of that the anxiety and stress that the virus has caused,…
But Who’s Looking after the Leaders? Three Ways Leaders Can Avoid Burnout
It’s lonely at the top. Whether “the top” for you is head of your company, head of a department, or head of a team, being a leader comes with extra responsibilities and stress even under the best of circumstances. And lately, circumstances haven’t exactly been “the best.” Even before the pandemic, technology…
KPIs – You Get What You Inspect, It Isn’t Always What You Expect
We’re back for Part III of our series on KPIs that every sales leader should assess. Before we launch into three more KPIs, we need to again establish why they are so important to track. To illustrate this, perhaps it is easier to show what happens when they aren’t tracked. Failing to track…
The Manager Every Salesperson Deserves But Rarely Gets
Today’s dynamic, hyper-connected world has radically changed the way sellers sell. These changes have brought new urgency to skill development. Why then, do most sales managers spend less than 10% of their time coaching and giving feedback to their sellers? On their own, most sellers aren’t going to develop all the skills they need.…
Part II – How to Know If Your Team is Producing The Intended Results
Last week’s blog touched on three KPIs every sales leader should assess. Why? Because a sales leader must ensure their team’s efforts are producing the intended results. This week, let’s discuss three more essential KPIs. KPI #4: Conversion Rates A sales rep’s conversion rate is critical for obvious reasons: if you don’t convert leads into…
How to Know If Your Team Is Producing The Intended Results
A sales leader must do more than just provide their team with the tools and resources they need to sell well. A sales leader must also ensure their team’s efforts are producing the intended results. Tracking a set of Key Performance Indicators (KPIs) is a good way to do this but how do you know…