7 Traits of Effective Sales Leaders
Are you born a leader or can you become one? Can you learn superior leadership skills?
March 16, 2007
December 13, 2006
Dysfunction in the Sales Force- Power Management
"The fundamentals of human dysfunction...Dysfunction is always caused by the same things, it's pretty basic human stuff." This is quoted from Carly Fiorina's recent interview with Forbe's magazine, as she reflects back on her experience at HP as CEO.
"When people's personal agendas or their petty power struggles or their personal resentments or their personal vendettas get in the way of a larger issue, dysfunction happens."
As a veteran of sales, I can say I too have seen this play out in sales organizations, big and small- what can be done to help deal with the dysfunction junction that can occur?
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November 02, 2006
Executive Coaching: A Leadership Development Tool for Top Performers
"Coaching" used to be a popular approach for derailing executives or professionals whose performance needed a lot of work. Got a problem? Get a coach. However, increasingly, coaching is being sought by some of the most successful executives in their field - those who want to get even better at their business game. So the new thinking is…Got a goal? Get a coach.
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Are Your Salespeople Caving in Under Price Pressure
What do you do when faced with a potential customer who is relentlessly insisting on a discount? Even though there's no doubt in your mind that your product or service is worth every cent you're asking, you also know that there is an army of competitors ready to cut their price and do whatever it takes to make the sale.
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How to Leverage Value to Win and Keep Profitable Customers
It's no longer enough to offer a value-added product. You must leverage your value all the way through to your customers' customers.
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October 03, 2006
Make Process a Sales Priority
Reduce cycle time and increase sales when you put methodology first
By Michelle Marchett
Training Gets Mobile
Cell phone tucked at the shoulder with an iPod in the pocket waiting to take over as soon as the call is finished. Sound familiar? These kids today—well, it's not just kids anymore. MP3 players and PDAs are the new training tools for companies that embrace, rather
than resist, their workers' favorite toys.
Unlock the Hidden Potential of Your Sales Force
Your average performers are worth more than you think. In our work with sales organizations, we see top and lower performing reps everyday. In fact, there is a well known "rule" describing the gap between top and lower performing sales reps. This "rule," the "80-20 rule," refers to the fact that in most sales organizations, 20 percent of the salespeople produce 80 percent of the revenue
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The Bottom Line: Bad Service, Worse Sales
When customer service reps get it wrong, everyone in your company pays
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Sales Leadership Tips For Free
Edina, Minn.-based human performance improvement solutions provider Wilson Learning Corp. has released "Integrated Sales Leadership: Managing the Process, Leading the People," a whitepaper illustrating the company's position around effective sales leadership in today's business environment. The article contends that the cost of having an ineffective sales manager extends beyond the cost of hiring and training that manager. Companies can save millions, it argues, by recognizing which salespeople will be successful as sales leaders, and then preparing them for this role. The paper can be downloaded for free in its entirety at www.wilsonlearning.com under the "research" link, then "white papers."
Tracking Your Investment - Sales Training
Most sales training doesn't stick. Here's how to boost your long-term results
By Rebecca Aronauer
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Destination: Sales Meetings
When it comes to getting your staff together, there are three things to remember: Location, Location, Location
Making the Buy So They Can Sell - Sales Training
So your sales force is failing you, and you're going to buy sales training. How can you make the best possible purchase?
By Holly Dolezalek
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Are you Addicted to bad Profits?
Are You Addicted to Bad Profits?
Are your sales producing good profits or bad profits? If you’re like most sales managers, you’ll probably answer that question with a question: Is there such a thing as bad profits? On the face of it, the phrase “bad profits” may seem a contradiction, like “bad banana split.” But to customer loyalty guru Fred Reichheld, Director Emeritus at Bain & Co., and author of The Ultimate Question (Harvard Business School Press, 2006), not only is there such a thing as bad profits, but too many companies today are relying on them at the expense of their long-term growth and reputation. Managers must learn the difference between good and bad profits, he says, and make a commitment to pursuing only good profits.
Five Steps to Giving Smart Year End Bonuses
Five Steps to Giving Smart Year-End Bonuses
The year’s end is approaching, which means that employees everywhere are starting to count down the days until they receive their annual bonus checks. And that’s a problem, say Hay Group senior executives Doug Jensen, Tom McMullen, and Mel Stark. In their new book The Manager’s Guide to Rewards (AMACOM, 2007), Jensen, McMullen, and Stark emphasize that bonuses, or variable pay plans, should be tied to performance goals and used to reward performance – not as a pro forma event. If you’re planning to dole out year-end bonuses to your sales reps this year, here are some things to keep in mind:
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- 7 Traits of Effective Sales Leaders
- Dysfunction in the Sales Force- Power Management
- Executive Coaching: A Leadership Development Tool for Top Performers
- Are Your Salespeople Caving in Under Price Pressure
- How to Leverage Value to Win and Keep Profitable Customers
- Make Process a Sales Priority
- Training Gets Mobile
- Unlock the Hidden Potential of Your Sales Force
- The Bottom Line: Bad Service, Worse Sales
- Sales Leadership Tips For Free
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