Ask any CEO, VP of Sales or Sales Manager…”If you could change just one thing about your sales team, what would it be?” Almost without exception, their response will be…”I want the team to make calls at the executive level!” If this is what all sales leaders want, then why…
In recent discussions with many high performing B2B sales leaders, I have asked them a simple question; “What area of sales do they find has changed the most in the past few years?” Many of the answers are quite predictable: The client is more aware of viable alternative solutions. Clients…
Rehearse, rehearse and rehearse some more. The phrase “Will it play in Peoria?” has been around for over 100 years. Derived from Horatio Alger’s book, Five Hundred Dollars, the phrase evolved into its current form after being repeated often by Groucho Marx. It signifies that if a show is successful…
Success demands singleness of purpose.Vince Lombardi The secret to winning is constant, consistent management. Tom Landry It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters. Bear Bryant Different football coaches from different eras who coached with different styles.
As Corporations are moving further away from formal Sales Training, Leaders are forced to hire “job ready” or “just add water” candidates. The implication is that Sales Leaders often become responsible for training new hires on their Sales Process, Tools and how the organization differentiates and creates value. Leaders…