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. What I developed is the 5 Star Sales Leadership Model™. Sales Process. Self-Leadership.
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.
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.”
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 !
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.
Fog Lines and Guard Rails on the Sales Leadership Road
APRIL 10, 2017
Possibly you may be wondering what do fog lines and guard rails have to do with traveling the sales leadership road? For those in sales leadership, fog lines are part of your sales’ behaviors specifically your positive core values (business ethics).
We Lead with Sales Leadership
Score More Sales
AUGUST 29, 2016
A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002. B2B sales leadership
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. 2015 Sales Momentum, LLC.
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. Problem is her old job is sales leadership.
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.
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. People with this sales leadership temperament of assertive due to their negative self esteem usually have some uncertainty and also fear change.
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?". Image Copyright 123RF Stock Photo.
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.
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. Unfortunately, for a variety of reasons, SMB fail to recognize the partnership between sales leadership and sales culture.
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?
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. Need more sales management resources? Keynote Programs Sales Motivation
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. Sales Training Coaching Tip: Presuming your sales team consistently sets and achieve realistic personal goals may be one of your obstacles.
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. After all, no is not a word any good salesperson wants to hear or is it?
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. ” Think about how often in business, we as experienced sales people or business professionals find ourselves in emotionally charged situations.
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 selling
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?
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 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.”
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?
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? As top sales performers, are not these other behaviors present?
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.
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.
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. What makes the meaningful information so critical is the sales leader knows what to do with it.
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.
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. This sales leadership talent of empathetic outlook does involve being consciously aware of the impact of your actions on others.
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.”
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. A recent posting by a colleague, S.
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.
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.
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.
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.
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. In the business, especially in sales leadership roles, consistently displaying an attitude toward honesty is a must choice behavior.
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.
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. Yes this sales leadership talent of common sense can be measure through the Attribute Index.
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.”