In the first post of this series, I stressed the importance of assessing and analyzing your sales team. Through that process, you should emerge knowing who your A, B, and C-level players are. Completing the ABC ranking exercise is often quite enlightening. You see what it takes to become an A Player and the inconsistencies […]
When you hear “feedback,” do you automatically think of it as a negative? Do your employees? It’s time for a change of attitude. You can and should enjoy delivering feedback. The secret to it is how you hold it. Be Positive About Feedback It’s natural to hold feedback as a critical act. It’s not! It’s […]
Have patience with all things but first of all, with yourself -Francis De Sales In this new series, we will focus on building an effective sales team over time as we look towards 2024. And there is the key word: time. Like most things in life, you must exhibit patience to see results. To transform […]
I’ve just posted the final blog of my 5-part series: Sales Training Solutions in 2023. I hope you’ve gotten several good tips as you proceed with your team towards the final quarter of 2023. Let’s put all the pieces together. Come back to this post as a recap of the series for highlights and share […]
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 […]
