Actioning Sales Leadership In the first four posts of this series, we looked at how these times demand that sales leaders help teams develop into transformational salespeople rather than transactional ones. I provided reasons for why this is important now and how to motivate your teams to develop new habits. And in this final post, […]
Developing Transformational Sales Skills A lot has changed in the last few years. However, there is one thing that has remained constant: people still buy people first, products/services second. If you’re unfamiliar with that saying, a customer must trust you before they can be convinced to accept what you’re recommending. However, that doesn’t mean the […]
Changing Behaviors My last blog addressed systematic changes you can make to start transforming sales order takers into consultative authorities. In this post, I focus on behaviors that need to change and some that should be developed to move your team toward becoming trusted advisors for your clients. To Begin…Stop! I recommend you start with […]
Transform Order-takers Into Authorities Sales teams are challenged with producing results but also building relationships. The former is much tougher without the latter. However, in today’s post-Covid era, I’ve found that we are creating many more “order takers” than consultative authorities. Let’s take a look at why that is and what you can do about […]
In my last post Sales Team Leadership Challenges in 2023, we looked at what the “new normal” has brought to bear on sales team leaders and their direct reports. The current generation of salespeople needs to be treated differently as they have new tools and processes at their disposal. The issue is…they need guidance and leadership […]
People often ask me, “What’s changed the most for your clients since the pandemic?” My answer: Everything! Leading a sales team post-Covid has presented a lot of new challenges. Adding to the situation is that the new generation of sales teams hasn’t been given the guidance they need to develop communication skills that would make […]
Lead by example. You’ve heard that before I’m sure. But by what example? Does it mean doing everything your direct reports do, showing them how it’s done? Of course not. You hired them for their skills, not to mimic yours. So, again, what does lead by example mean? It’s important to recognize that it’s an […]
Yikes! A Bad Review!! What to do? Winter is the season when many employees have the previous year’s performance review. Obviously, the hope is that it goes well. But…what if yours is sub-par? Getting a poor review can result in a host of reactions. I realize the first might be to fight it and defend […]
Unexpectedly. Or expectedly, you’ve got a job offer in the New Year! How do you proceed professionally and with swagger? Step 1: Determine If You Want the Job It’s nice to be wanted. But just because someone offers you a new position which, on the surface, looks like an advancement…check in. Reflect on the opportunity […]
In traveling through Morocco, Madrid, and Milan at the start of the new year, I’ve been struck by the humanity, ownership, and pride of others throughout my journey. From the compassion and humanity of our hotel staff in Morocco to the pride of our flamenco dancers, I realized how focused and important their trade/art is […]
