Janek Performance Group

DECEMBER 7, 2021

After a few weeks, my sales manager asked me, “How are things going?” In hindsight, that first sales position taught me exactly what not to do as a sales leader. In this article, we’ll explore common sales leadership failures and how to fix them to create a high-performing sales team.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Engage Selling

JUNE 3, 2022

Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader.

System 130

System Account ACT Data 130

Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. However, mastering the art of having these conversations is essential for effective sales leadership.

Conversion 120

Conversion Construction Sales Leadership Intent 120

The Sales Hunter

MARCH 8, 2013

Welcome to Sales Leadership Friday! Starting today, on each Friday I will provide to you insights to generate thinking about sales leadership. Defining “sales leadership”. 5 Things the CFO needs to know about sales. Defining “sales leadership”. 5 Things the CFO needs to know about sales.

Sales Leadership 174

Sales Leadership Hiring Small Business Small Business 174

Sales Hacker

NOVEMBER 17, 2022

If you’re looking to move up the ladder into a sales leadership role, your resume is key to getting your foot in the door. In this article, I’ll share my 3 ground rules of resume-writing, cover the parts of a leadership-level resume, and share a sample resume that will help you take your career to the next level.

Sales Leadership 76

Sales Leadership Hiring Ideal Customer Profile Lead Rank 76

Increase Sales

JULY 15, 2014

In the seven years I have been administering the Innermetrix Attribute Index for those in sales leadership roles, I have yet to discover a salesperson with this external temperament of Objector. The challenge is within the negative bias of Systems Judgment. Negative Systems Judgment. Neutral Empathy. Share on Facebook.

Sales Leadership 143

Sales Leadership System Facebook Sales 143

Steven Rosen

MARCH 12, 2024

In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Increase Sales

JULY 8, 2014

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. Negative Systems Judgment. Within this temperament, there exists the following biases: Neutral Empathy.

Sales Leadership 157

Sales Leadership Guidelines Facebook System 157

Increase Sales

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. Negative Systems Judgment. Have you ever met someone in sales or any other role who was a bit of a non-conformist? Negative Practical Thinking. Unconventional.

Sales Leadership 156

Sales Leadership Hiring System Facebook 156

Increase Sales

JULY 29, 2014

Today begins understanding the 20 internal sales leadership temperaments with the first one being Negative. Having a negative sales leadership temperament is not good and one that probably should be identified before hiring. Negative Systems Judgment. This individual views himself or herself negatively.

Sales Leadership 143

Sales Leadership Hiring System Small Business 143

Increase Sales

DECEMBER 31, 2013

Now some in sales leadership roles appear to display this temperament more than others. Neutral systems judgment. Those with this reactive sales leadership temperament have a greater tendency to “react to the experience of external system and order.” Negative practical thinking.

Sales Leadership 122

Sales Leadership System Small Business Small Business 122

Increase Sales

DECEMBER 17, 2013

Last week, a new sales leadership series was started focusing on our temperaments such as being “pessimistic.” Positive systems judgment. 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 134

Sales Leadership Hiring Loyalty Positioning 134

SalesLoft

FEBRUARY 25, 2020

The Operations & Systems track brings data-driven frameworks and processes to support all revenue-generating teams. We’ll cover topics ranging from strategy, planning, and enablement to tools, systems, and processes. Who Should Attend Operations & Systems sessions? 1) Doing it Right: Setting Up Systems for Success.

System 89

System Sales Operations Engineering Retail 89

Increase Sales

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. Neutral Systems Judgment.

Sales Leadership 132

Sales Leadership System Facebook Sales 132

Increase Sales

JANUARY 14, 2014

Having an external emotional bias temperament of conformist for those in sales leadership roles is probably not necessarily being only part of the establishment. There are 3 biases that suggest this sales leadership temperament of conformist according to Innermetrix: Negative empathy. Positive systems judgment.

Sales Leadership 136

Sales Leadership Hiring System Small Business 136

Increase Sales

DECEMBER 24, 2013

Negative systems judgment. 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 137

Sales Leadership Hiring Positioning Facebook 137

Increase Sales

JUNE 24, 2014

In sales leadership role, there is also the capacity to have a temperament of being a judge. Positive Systems Judgment. In the real world, those with this sales leadership temperament related “primarily in terms of established system and order, (e.g., Negative Practical Thinking. rules, the law).”

Sales Leadership 127

Sales Leadership System Retention Energy 127

Increase Sales

JULY 22, 2014

If selling is an art, then being a virtuoso would potentially reflect the highest sales leadership mindset. Neutral Systems Judgment. As one might imagine, this sales leadership temperament of virtuoso is rare because human beings have biases. Neutral Practical Thinking. Share on Facebook.

Sales Leadership 144

Sales Leadership Facebook Course System 144

Sales Hacker Training

NOVEMBER 17, 2022

If you’re looking to move up the ladder into a sales leadership role, your resume is key to getting your foot in the door. In this article, I’ll share my 3 ground rules of resume-writing, cover the parts of a leadership-level resume, and share a sample resume that will help you take your career to the next level.

Sales Leadership 52

Sales Leadership Hiring Ideal Customer Profile Lead Rank 52

Increase Sales

MARCH 11, 2014

Being a facilitator as one who guides the easy exchange of information makes sense as a viable sales leadership temperament. Negative Systems Judgment. Having a negative systems judgment (thinking) suggests this person “does not work do not work well under strong direct supervision.” Share on Facebook.

Sales Leadership 136

Sales Leadership Government Small Business Small Business 136

Sales Hacker

AUGUST 11, 2023

This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below. She is currently the VP of Sales at Crunchbase, where she leads a high growth team out of New York City.

Sales Leadership 63

Sales Leadership Hiring Ideal Customer Profile Scale 63

Increase Sales

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. Now some believe creativity and innovation go hand in hand. This may be so. ” (Source: Innermetrix ).

Sales Leadership 140

Sales Leadership Small Business Small Business Facebook 140

The Sales Hunter

NOVEMBER 1, 2013

The reality, though, is the on-line system for the Affordable Care Act has been a bit of a train wreck (that may be putting it mildly). Third, we have to own the sales process. Sales leadership is about owning the process. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership 195

Sales Leadership ACT Selling Skills Up-Sell 195

Increase Sales

AUGUST 19, 2014

Salespeople with this sales leadership temperament of impressionable may fit that bill. Negative Systems Judgment. From a sales leadership perspective, individuals with an impressionable temperament may become easily “involved in activities on an experimental or impulsive basis.” Share on Facebook.

Sales Leadership 114

Sales Leadership Hiring Influencer System 114

Increase Sales

JANUARY 28, 2014

Expectations is a tricky word and then add realistic to the mix, the end result could be considerable confusion about this sales leadership talent. Possibly more than any other sales leadership talent, this one reflects the absence of strategic planning to monitoring of overall business and sales results.

Sales Leadership 131

Sales Leadership Coaching Policies Sales Cycle 131

Increase Sales

DECEMBER 10, 2013

Understanding our temperaments within our sales leadership activities are just as important as knowing our sales skills or talents. What I have come to learn is the emotional biases we have are potentially even more powerful for us if we wish to change our sales leadership behaviors. ” (Source: Innermetrix).

Sales Leadership 146

Sales Leadership Hiring System Small Business 146

Increase Sales

JANUARY 28, 2014

How many times have good sales people been led to believe they are sitting with the actual decision maker? Individuals with this sales leadership temperament have the following biases respective to their external decision making styles as noted within the Innermetrix Attribute Index: Negative empathy. Negative systems judgment.

Sales Leadership 129

Sales Leadership Decision Maker Facebook System 129

Xvoyant

JANUARY 14, 2020

Max Altschuler joins Rob on the Sales Leadership Podcast to talk about his proven goal-setting system, and how it helps each person who uses it take stock of what was good in the past year, and then use that to plan the next three to five years and accomplish what is important for your personal success and happiness.

System 62

System Video Sales Leadership Sales 62

BrainShark

AUGUST 7, 2022

Unfortunately, at many companies, the revenue production system is clogged with waste — activities leading nowhere. Even worse, these inefficiencies have been accepted by sales organizations as “the way we’ve always done it.” But why would you want a system where reps are expected to fail almost 90% of the time? Except for one.

System 62

System Revenue Top of Funnel Quota 62

Increase Sales

JANUARY 21, 2014

” However when it comes to sales leadership, the external temperament of operator is probably not a word one would naturally think of when discussing sales. Neutral systems judgment. With the neutral bias in systems judgement suggests neither an “overly optimistic or pessimistic way.”

Sales Leadership 129

Sales Leadership Workbooks Energy Facebook 129

Increase Sales

FEBRUARY 4, 2014

When you think of the word, scientific, do you ever associate it with those in sales? The sales leadership temperament of scientific is a common one according to Innermetrix. This sales leadership temperament of scientific is based upon the external decision making biases of: Negative empathy. Source: Piffe.com.

Sales Leadership 114

Sales Leadership System Facebook Positioning 114

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Increase Sales

JUNE 18, 2013

Many in sales also share this talent of flexibility. In selling, these salespeople demonstrate this sales leadership talent of flexibility not with their bodies, but with their brains and minds. As noted previously, the sales leadership talent of flexibility is very much related to one’s ability to manage stress.

Sales Leadership 145

Sales Leadership LinkedIn Competition Webinar Metrics 145

Increase Sales

MARCH 18, 2014

These word problems were probably your first formal steps to developing this sales leadership talent of problem solving ability. This basically means to be able to identify the system component that is causing the error, as well as the options available for resolving it and completing the task. Why did it go wrong or right?

Sales Leadership 137

Sales Leadership Construction Facebook Course 137

Increase Sales

MARCH 18, 2014

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. Negative Systems Judgment. Neutral Practical Thinking.

Sales Leadership 114

Sales Leadership Construction System Facebook 114

Increase Sales

MARCH 4, 2014

In sales leadership roles this could be a good external emotional bias or temperament or a not so good one. Neutral Systems Judgment. Having a neutral balance in the Systems Judgement bias (thinking) reveals “equilibrium between the positive and negative aspects of authority. Negative Practical Thinking.

Sales Leadership 114

Sales Leadership Objections System Small Business 114

Sales and Marketing Management

AUGUST 1, 2019

Often, great managers have systems in place that help increase the probability of success. Observe others who are having success in a managerial role. Look objectively at things you see them doing that you would want to emulate as well as things that you’d want to improve upon.

Hiring 189

Hiring Sales Leadership Insurance Insurance 189