A New Sales Leadership Model
JANUARY 9, 2017
Essentially this model is for leadership as well as sales leadership as it looks determine where the gaps exist between today’s results and tomorrow’s goals. By incorporating this model into executive leadership behaviors worked to avoid misalignment between these 5 areas. What I developed is the 5 Star Sales Leadership Model™. Sales Process.
Sales Process in a New Sales Leadership Model
JANUARY 11, 2017
Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture. SMB owners today cannot afford to have separate marketing and sales departments. Share on Facebook.
Sales Leadership Requires You Know What You Do Well
JANUARY 13, 2017
Over the last 10 years, I have discovered this startling fact among those in sales leadership roles: 98.7% Sales Leadership Question. Why do winning sales teams win? Most sales managers, SMB owners and salespeople respond with “B, of course.” do not know what they truly do well! The irony, if you want to call it that, is 95.4% until 2/28/2017).
July is Sales Leadership Month
Your Sales Management Guru
JULY 6, 2016
July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Based upon your Sales Plan where are you against your quota? And what has not?
Goal Achievement in a New Sales Leadership Model
JANUARY 10, 2017
Noted business guru Peter Drucker is quoted as saying “Leadership is all about results.” ” For those in sales leadership including sales management roles, results happen through consistent goal achievement. Yet sales research continues to reveal consistently achieving quotas is not the current reality. Share on Facebook.
Sales leadership programs – four common mistakes
Sales Training Connection
JANUARY 12, 2015
McKinsey reported an interesting research study on leadership training. Although it related to leadership programs across functions, we thought the finding would be particularly important for Senior VP’s of Sales and Sales Training Managers. There is little doubt that companies get it – leadership training is important. companies direct to leadership training.
7 Critical Sales Leadership Challenges
SEPTEMBER 21, 2015
That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced. I have spoken to a number of sales executives trying to understand their most perplexing challenges.
4 Reasons Not To Delegate Sales Leadership
JANUARY 23, 2017
The higher you go in a company, the more important it is that you take your role as a leader seriously, especially when that role is that of sales leader. A sales leader does not only heavily impact the results of the team, they influence the development of young sales leaders (the future talent of the organization), and ultimately the experience your clients have when they interact with your company. As a sales leader, you need to understand that how you coach, handle, confront and develop your sales leaders (or choose not to) has a far bigger impact than you even realize.
Sales Leadership is Not an Oxymoron
The Sales Hunter
OCTOBER 2, 2015
Blog leadership leader sales leadershipLet me share with you my definition of a leader: A leader is one who helps others see and achieve things they didn’t think were possible. Let me share with you my definition of a top-performing salesperson: A top-performing salesperson is one who helps others see and achieve things they didn’t think were possible […].
Sales Leadership Temperament of Assertive Part 28
SEPTEMBER 16, 2014
Part of the explanation could be these individuals had this sales leadership internal temperament of assertive. When people are “pushy” in sales, they have a strong belief in how they “should do things” and this behavior translates into being “quite assertive.” Have you ever met one of those “pushy” salespeople?
A CEO's Guide to the Differences in Sales Leadership Roles
Understanding the Sales Force
JUNE 15, 2016
I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?". Let's attempt to explain some of the important differences between Sales Managers and the other Sales Leadership roles.
Efficient Effectiveness: Sales Leadership
Your Sales Management Guru
FEBRUARY 9, 2015
Sales Management Thought Leadership: efficient effectiveness. What does this have to do with sales management? If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue. That drives the necessary sales leads for each month. Need more sales management resources?
Sales Leadership: Why Winners Win!
Your Sales Management Guru
MARCH 24, 2016
Sales Leadership Thoughts: Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance. Need more sales management resources?
Sales Leadership and Sales Cultures Partners in SMB Sustainable Growth
MARCH 28, 2016
Probably for SMB, sales leadership and sales culture are more critical for sustainable growth than for larger firms. With fewer people and in many instances the same operations being performed as in larger firms, everyone must embrace a sales leadership role and foster a sales culture of high performance. Want better results, more sales with less stress?
Sales Leadership Trumps Sales Skills
MARCH 19, 2012
Consider for a moment what would happen if sales leadership was the learning objective (desired end result) in any sales training coaching program instead of the common sales skills? Increase sales? Are not sales skills a subset of sales leadership? Maybe it may make sense to define leadership? Then there is this word sales.
The 4 Top Sales Leadership Articles to Boost Sales Today
Understanding the Sales Force
AUGUST 5, 2016
There have been at least 2 lists published of the sales books you should read on the beach this summer so we are not going there! Dave Kurlan sales process sales management sales leadership top articles on sales and sellingBut summer is for sun and fun and some of the best things in life happen during the summer.
Sales Leadership Talent of Understanding Motivational Needs
APRIL 17, 2012
Understanding motivational needs or what some call the prospect’s motives is a necessary sales leadership talent. What prompts one person to take action, to jump up and down and yet leaves others still on the status quo line has small business owners, those in sales management to even parents scratching their heads in wonder and confusion. Share on Facebook.
Sales Leadership – The Talent of Saying No
MAY 22, 2012
Saying No is probably not found in any recognized sales leadership assessment or profile. The talent of saying No allows good sales people to focus on what they do well. Other sales leadership talents embedded within the ability to say No might include: An attitude toward honesty. After all, no is not a word any good salesperson wants to hear or is it? Diplomacy.
Sales Leadership – The Talent of Diplomacy
MAY 1, 2012
Being in any sales leadership role from the salesperson up to sales management and even beyond requires the talent of diplomacy. For without the consistent application of this talent may result in one’s foot in one’s mouth not to mention the inability to increase sales. Sales management to even C Suite executives question some recent event or decision.
Sales Leadership – The Talent of Creativity
MAY 14, 2013
Creativity within sales leadership is gaining traction. With potential customers more educated, top sales performers must have this creativity talent of being able to think on their feet so they can increase sales. Sales Training Be the Red Jacket creativity creativity and innovation Innermetrix sales leadership small businesses top sales performers
Sales Leadership Is for the Lion Hearted
APRIL 26, 2012
Is your sales leadership team one of being “Lion Hearted Full” or “Lion Hearted Empty?” What I mean is do you and your sales people demonstrate both of these two words: Lion? ” Where is the heart in this sales process becomes a primary question? ” Credit www.sxc.hu. Heart? Share on Facebook.
Sales Leadership Temperament of Impressionable Part 24
AUGUST 19, 2014
Salespeople with this sales leadership temperament of impressionable may fit that bill. From a sales leadership perspective, individuals with an impressionable temperament may become easily “involved in activities on an experimental or impulsive basis.” Years ago, people left college and went to work for one company. Positive Practical Thinking.
Sales Leadership Temperament of Independent Part 15
JUNE 17, 2014
“To boldly go where no one has gone before” is a pretty good description of this sales leadership temperament identified as Independent. Have you ever met someone in sales or any other role who was a bit of a non-conformist? In sales, this might be called being “agile” if you embraced this latest buzz word. Negative Practical Thinking. Visionary.
Sales Leadership The Talent of Correcting Others
DECEMBER 3, 2013
Some might not appreciate how this sales leadership talent of correcting others fits within their role of selling. So what does this talent look like in sales and business through a behavioral perspective? ” Did you notice several key words within this sales leadership talent? As top sales performers, are not these other behaviors present? Evaluate ?
Intentional The Energy Behind Sales Leadership
JANUARY 8, 2016
Much is written about sales leadership. There are thousands of articles on building relationships, people skills, sales skills to the use of CRM. However, very little is written about this word “intentional” when it comes to sales leadership. For me this word supplied the emotional and intellectual energy needed to achieve my sales goals this year.
Sales Leadership – Competitors or Industry Counterparts?
MAY 7, 2012
Sales leadership in the 21st century is very much about you and your behaviors. How you view them and what you do speaks not only to your own values ( business ethics ), but more importantly to your own sales leadership, your self confidence and your self esteem. Do you fear your competitors? Do you speak ill of them? Do you ignore them and hope they will go away?
The Value of Sales Leadership
The Sales Hunter
OCTOBER 25, 2013
Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership. With each person with whom I’ve worked, it is amazing to me how the demonstration of sales leadership makes a huge impact. Copyright 2013, Mark Hunter “The Sales Hunter.”
Sales Leadership Temperament Part 3
DECEMBER 24, 2013
Additionally those who have this sales leadership temperament may “see the world in terms of things and their comparative value, or as tasks to be completed. How these behaviors specifically translate to those in sales leadership roles might be bending the rules to get the sale. This temperament is identified by these three biases: •Negative empathy.
Sales Leadership Talent of Empathetic Outlook
FEBRUARY 5, 2013
Walking in the shoes of another person is a great description of this sales leadership talent identified as empathetic outlook. ” When sales people have the capacity to perceive and understand the feelings of others, this bodes well for their ability to build authentic relationships. ” (Source Innermetrix). ” (Source Innermetrix). Share on Facebook.
Sales Leadership Temperament of Discriminating Part 38
DECEMBER 2, 2014
If someone was hiring for a sales leadership role, this is one internal bias that may be a double edge sword. With the positive role awareness, those with this sales leadership temperament are “pretty comfortable with themselves in general.” Individuals with this internal temperament display the following biases: Credit www.gratisography.com.
The Fatal Sales Leadership Presumption within LinkedIn
NOVEMBER 13, 2014
LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. ” There does continue to be this fatal sales leadership presumption by many LinkedIn Members. This sales leadership presumption works against the first of the first three Sales Buying Rules. Nothing new here.).
Sales Leadership – The Talent of Self Discipline
APRIL 24, 2012
Anthony Iannarino, discussed the talent of self discipline respective to sales leadership. Another reason for understanding this talent is because in sales you must know yourself first and define yourself. It is very easy to become defined by others and this can go to embracing this latest sales training coaching program that will increase sales or do some other magical stuff.
Sales Leadership – The Talent of Results Orientation
MARCH 19, 2013
For those in any sales leadership role including the small business owners, the sales management team or the professional salespeople, the consistency to increase sales is the bottom line. These tasks are not just limited to sales goals, but also include meeting schedules, deadlines and other commitments. They need more direct rewards. Share on Facebook.
Latest Debate Had Some Great Sales Leadership Examples
Understanding the Sales Force
DECEMBER 17, 2015
Dave Kurlan sales leadership topsalesworld Evan CarmichaelYou didn't need to watch too much of the debate or watch for too long before hearing some bizarre examples of what some of the GOP candidates would do if they were elected as the Chief Leader of the United States. Trump said he would kill the families of terrorists. Cruz and Rubio debated details of the law. Jeb Bush stumbled.
Sales Leadership — 10 Questions to Ask Yourself About Your Sales
The Sales Hunter
MARCH 24, 2017
Blog leadership leader sales leader sales leadershipWe are all guilty of digging too deep into our job, essentially working in our business. As leaders we have to also take the time to work “on” our business by challenging what we do and why we do it. The last couple of months, I’ve been doing a lot of consulting working with multiple […].
Sales Leadership – The Talent of Persuading Others
JUNE 12, 2012
Persuading others is considered by some to be one of the key sales skills and probably best associated with a statement such as: “”He or she could sell ice to an Eskimo.” There is more depth to this sales leadership talent that many people realize. Through this understanding, these sales objections to other concerns may be responded to effectively.
Sales Leadership – The Talent of Attitude Toward Honesty
MAY 8, 2012
Mention the word salesmen and honesty and those who believe in authentic sales leadership are already swimming upstream. There has been so much bad press ( Bernie Madoff) , negatively shared experiences about dishonest sales people (used car salespeople) admitting you are in a sales leadership role is for some a courageous action. Share on Facebook.
Sales Leadership Temperament of Humorist Part 17
JULY 1, 2014
Even though many of us know friendly, joking and funny salespeople, in actuality this sales leadership temperament of humorist is not as common as one might think. Individuals who have this sales leadership temperament of humorist display these specific biases: Neutral Empathy. Negative Practical Thinking. Neutral Systems Judgment. Source Innermetrix Attribute Index).
Sales Leadership Talent of Using Common Sense
OCTOBER 22, 2013
Sending mass emails without using first names, expecting to increase sales on the first contact, all reflect the absence of this sales leadership talent of using common sense. ” Those in sales leadership roles that display common sense will “have use of everyday, informal knowledge that has not been formally evaluated and placed in the decision making process.
Sales Leadership Temperament Part 2
DECEMBER 17, 2013
Last week, a new sales leadership series was started focusing on our temperaments such as being “pessimistic.” Having also a negative bias in practical thinking or the tasks dimension may result in the person in that sales leadership role of being “outside the group.” ” This week, the temperament bias examines what it means to be vigilant.