A sales leader’s level of success or failure may be determined on their ability to influence people within their own organization, as well as those operating in other companies. Sales leaders who use their influencing skills well are exciting to be around and they exude a positive energy that attracts people towards them. Your ability […]
The Importance of Building a Shared Mental Model
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 […]
Take a Look at Yourself Through Your Customer’s Eyes – If You Dare!
When was the last time you wondered what it would be like to buy from you? Maybe you never have; maybe the prospect would be far too daunting. Imagine arriving at your office, was it easy to park? Were there reserved parking spaces for customers/clients? Close to the front entrance? And when you approached reception, what […]
If You Are One of the One in Two, Here Are One or Two Things You Should Do ….
I am reliably informed that at least one in two front-line sales professionals are going to miss quota this year. Surprised? Not me. Now, we can consider all of the reasons: Markets are becoming more competitive; the standards and quality of sales skills have never been so poor; 80% of sales managers are insufficiently qualified to […]
So What Exactly Makes a Great Sales Coach?
For managers, developing others’ abilities is critical indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counselling hinges on empathy and the ability to focus on our own feelings and share them. Research suggests the best ‘coaches’ show a […]
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