Sales Leadership Blog

Giving Sales Rep Attitude Its Due

Last year, I delivered a webinar to combined audiences of 295 sales managers. One of the poll questions I asked was “what percentage of your performance problems do you think are due to poor attitude or ‘wills’?”

The most common answer by far was “50-75%”— and overall, nearly 3/4s of the audience attributed a significant portion […]

2017-06-22T14:03:17+00:00 June 22nd, 2017|Sales Leadership Blog|0 Comments

Forget the Cape: How sales managers can thrive even if they aren’t superhuman

With the revenues of the company resting on their shoulders and the constant demands for their attention, sales managers often feel they have to be superhuman.

Unfortunately, we all know that’s not possible. That’s why sales managers have to develop skills that will help them focus themselves and their reps on what’s most important (meaning what […]

2017-06-01T11:00:10+00:00 May 25th, 2017|Sales Leadership Blog|0 Comments

The Best Way to Increase Your Sales Team’s Win Rate

I’ve become a strong champion of having companies convert their selling-focused sales funnel or CRM to a buying-behavior-focused model. By that I mean instead of tracking the steps of selling that your salespeople take (e.g., qualify, I.D. needs, present, etc.), they track the steps of buying that customers go through. There are many benefits to […]

2017-06-01T11:00:10+00:00 April 20th, 2017|Sales Leadership Blog|0 Comments