Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. Others opt for the management route, taking on leadership roles and overseeing teams of sales reps.

Sales Leadership The Talent of Correcting Others

Increase Sales

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? As top sales performers, are not these other behaviors present?

Sales Leadership Talent of Problem Solving Ability

Increase Sales

These word problems were probably your first formal steps to developing this sales leadership talent of problem solving ability. Sales Training Attribute Index crtical thinking skills ideal customer Innermetrix problem solving ability sales leadership talent assessment

Sales Leadership Temperament of Collaborator Part 14

Increase Sales

In sales today, being a collaborator is far more rewarding personally, professionally and financially than being the overhearing, always be closing salesperson of the past. Through the Innermetrix Attribute Index , this sales leadership temperament can be uncovered. What this means for those in sales is you are very “involved with people in business and social context” because of the positive Empathy (feeling).

Sales Leadership The Talent of Realistic Personal Goal Setting

Increase Sales

Sales leadership is truly about leading yourself first. One of the best talents to demonstrate this self leadership behavior is realistic personal goal setting. This inconsistency helps to account for the inability to increase sales.

Sales Leadership: Climbing Mount Everest

Your Sales Management Guru

Sales Leadership: Climbing Mount Everest. While I was in Hong Kong leading a 2 day sales leadership workshop, I picked up a Chinese newspaper and in the business section there was a large article on this topic. There is balanced use of the different Leadership talents. 1,2, 3, 4, 5. Conflict on the team is addressed openly and constructively. 1, 2, 3, 4, 5.

Riddle Me This Please Sales Leaders…

Bernadette McClelland

If there is only ONE thing that is THE most important task salespeople have to do well, that MOST are not doing at all, it is asking carefully constructed questions with a purpose. Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author. Coaching Commercial Conversations Conscious Selling Sales Leadership Uncategorized coaching QuestionsHere’s a riddle for you? We explore without traveling.

You Have a Board of Directors, Now What?

DiscoverOrg Sales

The life and leadership of your business might go through phases… For my company, it’s pre-investment and post-investment. In the middle of 2014, our bootstrapped sales intelligence company DiscoverOrg accepted a growth equity investment from TA Associates.

Why Are You In Sales? – Sales eXchange 200

The Pipeline

Two things happened this past week or 10 days that led to this week’s Sales eXchange being a bit different than the usual, and isn’t that what we always strive to be in sales. But in the end no one said they wanted to go into sales, not one.

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. Hold yourself accountable TO the sales team: .

What to Do With The Uncoachable

A Sales Guy

The people who defend everything, argue when given constructive criticism, and aren’t open to hearing about their shortcomings, that’s who this article is about. They will waste valuable leadership, coaching and management time. Leadership Sales Leadership

25 Quotes to Inspire Sales Growth | DialSource

DialSource

For those of us climbing the ranks within sales or for those of us who work to lead sales teams, there are plenty of quotes out there that we can leverage for motivation, inspiration and even education. Dealing with failure or rejection is just as much a part of sales as it is of life.

Build a B2B Sales Organization from the Ground Up

Alice Heiman

Start building your B2B sales organization by laying a foundation for success. The same is true when you build a sales organization. Sales Strategy. Sales Messaging. Sales Process. Sales Funnel. Follow these 6 steps to build a successful sales organization from the ground up. . Define Your Sales Strategy. Next, set out clear sales goals and explain how you will hit them. Salespeople don’t magically generate sales.

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10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales Training Connection

The same is true of sales managers. If you believe front-line sales managers are the key to a team’s sales success – and we do – the end of Q1 is a good time to look at what’s working, what isn’t working and why. 2015 Sales Momentum, LLC.

6 Steps to Build a B2B Sales Organization from the Ground Up

Alice Heiman

The same is true when you build a sales organization. Your first sales rep will cost you over $100,000 in the first year. One that is easy to make if they are going to bring in 10 X that in sales. To ensure success, before you hire that first sales rep, make sure everything they need to be successful is in place. Below are 6 steps you need to take to build a successful sales organization from the ground up. . Define Your Sales Strategy .

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Pay The Dues Required to Increase Sales

Increase Sales

With the influx of many younger entrepreneurs who like their older and established counterparts are seeking ways to increase sales, one of the obstacles standing in the way of this business goal is: Pay the Dues. Very few people in today’s world have achieved business success including the ongoing goal to increase sales without a lot of hard work. ” Then I also heard “We know more about technology, current products and construction methodologies than our managers.”

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Business Coaching – Confusion Reigns Between Value Creation and Be Valuable

Increase Sales

The hot business coaching or sales coaching concept is “value creation.” ” Read this or that sales expert or business coach and you will here how to: Construct a dynamic value proposition statement. Craft a value driven sales script. Unfortunately, these sales experts have it wrong, way wrong in my humble opinion. Business Coaching be valuable increase sales sales coaching sales leadership value creation

Most Recent Motivation Data Revealed

Braveheart Sales

If sales managers have a perceived weakness, it’s most likely their ability to motivate everyone on their team. The common belief is that salespeople are in sales because they are money-motivated. What Sales Managers Say. Constructing a Sales Compensation Plan That Works.

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30 Minutes in Sales Nerd Heaven w/ Pete Kazanjy {Hey Salespeople Podcast}

SalesLoft

The Hey Sale speople podcast hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremey Donovan just got even sales nerdier. Episode four stars Pete Kazanjy, Founder of Modern Sales Pros (MSP) and Atrium. Hint: AEs aren’t for sale on Amazon).

Leaders and Followers, Why We’re Both Failing

A Sales Guy

Leadership is hard. I mean real leadership. Don’t confuse authority with leadership. Leadership is earned. Leadership is when others choose to follow you because they believe in you. I think that’s where leadership and following start.

The Secret Sauce for Sales Success w/ John Barrows {Hey Salespeople Podcast}

SalesLoft

Have you checked out the Hey Sale speople podcast is hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremy Donovan? While he is a sales trainer, John doesn’t beat around the bush about the good, the bad, and the ugly in sales.

Sales managers – it’s time to assess your performance and adapt!

Sales Training Connection

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. If you believe front-line sales managers are still the key to a team’s sales success, as we do, then the points raised in that post are as important today as when they were first posted and are worthy of another look. 2015 Sales Momentum, LLC.

What We’re Not Talking About When It Comes To Coaching Sales People

A Sales Guy

I believe coaching is an essential component of leadership. In sales, developing a coaching cadence and methodology is a critical element of success. In it he also introduces his 90-day sales coaching seminar with David Brock. This, my friends, is the unspoken element to leadership, management, and organization coaching we just don’t address enough. I want to hire candidates who can both absorb and apply coaching. — The Sales Acceleration Formula.

Sales managers – it’s time to assess your performance last year and adapt!

Sales Training Connection

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. How can I help my sales team leverage institutional resources?

There are Too Many Bad Sales Managers [Yeah, and Sales Leaders Too]

A Sales Guy

It’s a follow up to my post which, in a nutshell, I said sales people suck. ——————– “I agree sales people’s performance is not what it should be. Sales structure, systems and discipline can help. Sales Leadership

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

It happens to all sales organizations at one time or another. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide. When sales are down there are only 4 levers leadership can pull to improve sales.

S**t Happens – Why it’s OK Sales People/Leaders Miss Quota

A Sales Guy

Your sales VP is going to miss quota. Her sales directors are going to miss quota. Their sales managers are going to miss quota. Sales people are going to miss quota. There are a million reasons sales people and sales leaders miss quota or fail. ” If the sales leader or rep has a strong, well constructed, well supported answer and plan to fix, then the rest is easy.

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Build a Personal and Professional Vision for Growth

Your Sales Management Guru

Ken Thoreson, Acumen president, is a sales management professional with more than 20 years of software/ technology experience, including 17 in niche market distribution with emerging and high-growth national companies. Prior to founding AMGL, he led developmentstage, entrepreneurial, and $250-million national vertical software sales organizations as vice president of sales. Diane Helbig is a business and leadership development coach, speaker, and author.

Get Some More Sales INDIA now!

Bernadette McClelland

Get Some More Sales INDIA now! Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013.

Stop, Take a Step Back and Gain Clarity Around Your Purpose

Increase Sales

So what’s your purpose if you are in sales, leadership or some other role? Self Improvement goal leadership purpose SalesPeople are so busy working IN their lives, they fail to stop and take a step back to work ON their lives. Credit www.gratisography.com.

Why Great Sales Managers are Almost Impossible to Find?

A Sales Guy

This question was posed over at the small business question and answer forum Focus.com yesterday; What are the essentials to become a great sales manager? Here are a few excerpts from the some of the answers: A great sales manager understands that her salespeople are unique individuals. A mistake sales managers make is trying to force a process on their sales people; a process they can’t do effectively. These are all good descriptions of good sales managers.

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. Marketing becomes the human piñata for all sales complaints.

Sales Performance Improvement

The Digital Sales Institute

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. What is Sales Performance Improvement? Sales Performance Improvement. More Qualified Sales Leads.

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! With all of that information about their past, how can you possibly gauge potential when hiring for your sales force?

[Message to Management]: 14 Things Top Sales Managers Do

No More Cold Calling

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Sales execs tell me they don’t have time to coach their teams.

The Inherent Value of a Simple Action Plan to Increase Sales

Increase Sales

Just imagine if those who make a living selling would adopt the same attitude by having a simple written action plan to increase sales? Given that individuals can be quickly pulled in many different directions, my sense is this simple action plan to increase sales include: Values.

The ABCs of Compensation Planning: How to Build Better Incentive Plans

Xactly

The sales compensation planning process can be complex, and unfortunately, sometimes a headache. Once you’ve put together your sales compensation team, you’re ready to dive into the plan design process. Or, keep reading for more sales plan ideas. Comp Planning Sales Comp

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance.

Incentives and bonuses aren’t the cure alone: Encouragement, listening and support are free

Mereo

Incentives and bonuses motivate sales professionals for good reason. But great sales leadership calls for more than monetary rewards. So, unfortunately, it is safe to say salespeople leave their job to get away from their chief sales officer. Plus, who is to say that sales professional will not find those same monetary rewards with another sales team? Good sales leadership: Speak to salespeople to the tune of incentives and rewards.

How to Setup a Commission Plan in Six Steps

Xactly

Motivating your sales reps is one of the key factors of sales success. In most sales organizations, the sales commission plan is the best way to do this. Your sales commission plan is a portion of your sales compensation plan. Optimize Your Sales Plan.