A New Sales Leadership Model

Increase Sales

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.

Stop The Sales Leadership World, I Need To Get Off!

Bernadette McClelland

And that command and control leadership still clearly exists. Whilst artificial intelligence and high tech are on the rise, what is happening to leadership based on emotional intelligence and high touch? Some of you need to stop the sales leadership world and jump off completely.

Sales Leadership is a Lifestyle

The Sales Hunter

Blog leadership Professional Selling Skills leader sales leader sales leadershipEarlier this week, I was sitting in a strategic planning meeting with a client. It’s one of those days where the conversation is simply amazing. Five of us in the room and each one contributing ideas, sharing insights and collectively developing better outcomes. Reason I’m sharing this with you is I’ve been writing up my […].

The 12 Days of Increase Sales Leadership Questions - Day 7

Increase Sales

Many believe to increase sales leadership begins with sales training, learning more stuff to improve existing known weaknesses, but in actuality the foundation for sales success lies within the strengths of each salesperson, not their weaknesses, This leads to question number 7: If people succeed because of their strengths, then do you know with absolute crystal clarity what are your strengths? This explains the diversity within any sales team.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do? Why traditional sales leadership training fails.

Sales Leadership, Bag Phone or Smart Phone?

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Funny thing about sales leadership is some past sales leaders sometimes fail to continue to be forward thinking as new ideas or technologies evolve. Now younger sales professionals may not remember the first mobile phones that were literally in a bag. Today we have all those smart phones and other smart devices that allow those in sales leadership to reach out and touch someone instantaneously.

The 12 Days of Increase Sales Leadership Questions - Day 4

Increase Sales

A small change can make a big difference especially when looking to increase sales leadership. Usually this aspect for many begins with one behavior, one action that is not delivering the desired increase sales leadership results. This increase sales leadership question is very much like a ball of yarn. If you have not read the first three increase sales leadership questions, here they are for your review: Day 1.

The 12 Days of Increase Sales Leadership Questions - Day 10

Increase Sales

Today’s questions follows the one result you desire to increase sales leadership. ” In this hurry up, must have, quick fix sales culture, planning is often “short cutted” or worse yet ignored. Both actions further contribute to the inability to increase sales leadership. What different increase sales leadership results could have been achieved with some better planning?

The 12 Days of Increase Sales Leadership Questions - Day 5

Increase Sales

If the goal is to increase sales leadership results, then this suggests taking each question and asking another question. We think we know what the increase sales leadership results should be, but in actuality we truly don’t have 100% crystal clarity as to those results. He or she then continues merrily down the road of life not realizing better increase sales leadership outcomes could have been achieved.

The 12 Days of Increase Sales Leadership Questions - Day 9

Increase Sales

Then ask yourself this increase sales leadership question: What is the one result from ALL of your efforts to increase sales leadership that would confirm 2018 was the best year ever for you? Unfortunately because many are in a hurry up, quick fix sales culture, there is a strong tendency to believe the word plan, as a verb, is a four letter dirty word. Consider for a moment today is 12/21/2018.

Sales Leadership Is Self Leadership

Increase Sales

For those who make a living selling something to someone, sales leadership is essential. How you lead yourself first and foremost, that being self leadership, will determine your ability to increase sales. Self leadership is necessary for any professional role.

The 12 Days of Increase Sales Leadership Questions - Day 1

Increase Sales

To increase sales leadership results begins not on the outside by attending some sales seminar or reading some sales or business book but on the inside. Let’s start with probably one of the easiest questions I ask my sales coaching clients and build up to the hardest question that being #12: What are you doing differently yesterday, the past week or past month that you were not doing in the past week, month or six months?

The 12 Days of Increase Sales Leadership Questions - Day 11

Increase Sales

The ability to increase sales leadership begins from within. Outside resources from sales training to sales books to attending motivational speaking events support all those internal desires and emotions. If your one action action to increase sales leadership was realized, how would that make you feel? Possibly this is why emotional intelligence in sales leadership is becoming more and more prevalent.

The 12 Days of Increase Sales Leadership Questions - Day 3

Increase Sales

To increase sales leadership requires knowing not only the results of what you were doing differently as asked in Day 2 of these sales leadership questions , but if those results were positive, negative or neutral. Thanks to Doug Brown of Paradigm Associates for this great increase sales leadership question. Sometimes even if results are positive, these results may be all about motion such as increase sales leads or first time meeting appointments.

The 12 Days of Increase Sales Leadership Questions - Day 2

Increase Sales

Desiring to increase sales leadership truly begins with asking internal questions regarding your own beliefs and behaviors. This next question follows the first increase sales leadership question asked on 12/4/2017: How do you know you are doing something differently? . ” By recognizing the importance of the results keeps you from this all too common sales leadership behavior: Confusing motion with progress and activity with results.

The 12 Days of Increase Sales Leadership Questions - Day 8

Increase Sales

How often when we look to increase sales leadership, we sometimes fail to focus on what we can control? Of course, if you don’t know what you do well, you could be wasting a lot of time, energy, money and emotions focusing on the wrong solutions that inhibit your ability to increase sales leadership. What I am saying is by devoting more time to improving your talents, you will have better sales results and consequently more sales success.

Goal Achievement in a New Sales Leadership Model

Increase Sales

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.

7 Critical Sales Leadership Challenges

Steven Rosen

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.

Sales Leadership Requires You Know What You Do Well

Increase Sales

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.”

Sales Leadership and Motivation Best Practices

Bernadette McClelland

Sales Leadership and Motivation Best Practices I was reminded the other day of a dilemma occurring more and more on the sales floor when it comes to motivating a salesperson to do the tasks that their role demands of them […]. Sales Strategies Sales Sales Managers

Fog Lines and Guard Rails on the Sales Leadership Road

Increase Sales

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

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 Temperament Part 2

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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.”

Sales Leadership: Who is Holding You Accountable?

The Sales Hunter

Blog leadership Professional Selling Skills accountability sales sales leader sales leadershipThe Winter Olympics are now underway and each of the athletes share more than a few things in common, but one major item is each one is willing to be held accountable by someone else. It might be a coach, trainer or a person with another role, but the fact is nobody gets to the […].

Sales Leadership Temperament of Consultant Part 18

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Consultative sales is considered by some the only way to sell in today’s marketplace. Respective to sales leadership, the Innermetrix Attribute Index has one external temperament clearly defined as consultant.

Sales Process in a New Sales Leadership Model

Increase Sales

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 Temperament of Sensitive Part 34

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In sales leadership, there is also an internal temperament identified as sensitive. Additionally, for those in sales leadership roles there exists considerable internal confidence with regards to their abilities.

Intentional The Energy Behind Sales Leadership

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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.

Energy 167

The Fatal Sales Leadership Presumption within LinkedIn

Increase Sales

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 Temperament of Directed Part 22

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This internal sales leadership temperament, directed, might be a good one to have. ” Additionally this sales leadership temperament may also create an overvalue of self-organization. An example would be follow the sales process (rules) without any deviation.

Sales Leadership Talent of Flexibility

Increase Sales

If Jack of Jack Be Nimble Jack Be Quick fame was a salesperson, it could be said Jack demonstrated this sales leadership talent of flexibility. For some in SMB, the sales leadership talent of flexibility probably has never been considered.

Sales Leadership Talent of Initiative

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“Taking the bull by the horns” is a simple explanation of this very needed sales leadership talent of initiative. Initiative is one of those universal leadership skills that SMB firms to even the Global Fortune 500 firms want and are desperately seeking.

Sales Leadership Temperament of Elevated Part 33

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Having delivered hundreds of Innermetrix Attribute Indexes to small business professionals and top sales performers, this sales leadership temperament of elevated is not one I have come across.

Sales Leadership Temperament Part 3

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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.

A CEO's Guide to the Differences in Sales Leadership Roles

Understanding the Sales Force

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.

Sales Leadership Talent of Self Direction

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For those in sales leadership role, they too must be accurate in their actions while striving always to be better. More importantly, this sales leadership talent showcases the “passion” of the salesperson’s endeavors.

5-minute Sales Leadership Round-up with Jen Holtvluwer @ Cherwell Software


After 6 years, +300 customer engagements, and meeting countless sales and marketing leaders in my travels, I’ve seen the GREAT, the bad, and the ugly when it comes to sales and marketing initiatives and leadership.

Sales Leadership Temperament of Independent Part 15

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“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 Temperament of Flexible Part 39

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This sales leadership temperament of flexible is another one I have yet to encounter. Having a neutral role awareness suggests, those with this sales leadership temperament are good at what they do. (Source: Innermetrix Attribute Index).

Sales Leadership The Talent of Leading Others

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What is interesting is how some really good to top sales performers fail to appreciate this talent sales leadership talent of leading others. Dan Pink in his book, To Sell Is Human , talks about sales as being movement.