sales management
3 fundamental goals of sales leadership
The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least from my observations of complex B2B sales environments - seem to be remarkably consistent:
Why I want to stop talking about sales technology
I care a lot about sales technology, and what it can do for sales teams. But for one day, I am going to stop talking about it. Why? Because for a large number of sales teams, technology is completely irrelevant.
Are you promoting the wrong salespeople?
It’s a tale as old as time: You’ve got a high performing salesperson shredding through all their goals, and you want to reward them with a big, fat promotion. But within six months of the promotion, your high-flying performer is miserable, your sales team is doing worse than before, and you’re at risk of losing some of your best people.
Do women make better salespeople than men?
When I meet sales leaders for the first time, one of the questions I usually ask is, “Who is your top salesperson?” Very often, the answer is the name of a woman.
What is Sales Effectiveness and How Do You Measure It?
What is sales effectiveness? If you ask a room of 100 sales professionals, you’ll likely get 100 different answers. Some will talk about performance against goals, while others may refer to revenue or profit. Many say effectiveness has to do with making better use of one’s time.
What the Top 10% of All Salespeople Do Better
The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the mindset required for greatness, and competed at a high level from a very young age. When they falter they can easily make the adjustments necessary to get back on track.
