One of the most important responsibilities of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the leader will have created a sales team with a shared mental model. This transforms an ordinary […]
The Importance of Stakeholder Management
The more successful you are as a Sales Leader means that your sales strategies will affect more and more people. The more people you affect, the more likely it is that your actions will impact people who have power and influence over changes that you are seeking to implement. These people could be strong supporters […]
Sales Leaders need to be “Models of Excellence”
Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % […]
So How Do You Develop A First Class Sales Team?
Pick up a typical annual sales report and what words do you find? Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organizations that are efficient, productive and predictable. What set of people are required? Obviously, people who are efficient, effective, proficient, competent, productive and co-operative. But I believe we need […]
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