The sales landscape is undergoing a monumental shift, creating turbulence for sales teams. High-performing sales teams show greater resiliency when ongoing development is part of the employee experience. That resiliency supports how salespeople cope, think, and act daily. It is crucial to prime your team for the challenges and opportunities of 2024. Practices and [...]
Remember that strategic plan you set up? It was, and is, full of energy and inspiration. But there is a temptation to get distracted by everyday performance as you and your team look at more short-term goals. It is not unusual for CEOs and other senior executives to focus on what is happening now. [...]
In 1951, Jay Gould wrote in the Journal of Marketing that "a sales forecast need not be merely the product of informed guesswork or hunches, but that such problems lend themselves to a systematic, quantitative appraisal in which the margin of error can be greatly reduced." So, not exactly a new challenge for sales [...]
We have observed patterns in 2021 sales trends that demonstrate how much the events of 2020 have accelerated or completely altered B2B selling. There is a need for specific critical skills for organizations to compete and grow effectively in 2021 and beyond. Some companies had a banner year during 2020, but this will not insulate [...]
“They should know, shouldn’t they?” On one hand, this is a valid question. On the other hand, it may highlight a missed step in your communication with your sales team members. The baseline expectation is that they will sell the product or service your company offers to the best of their ability. But beyond [...]
The short answer is...“it depends.” Let me tell you a story about Jim (not his real name). Jim’s sales manager was finding it hard to move Jim away from larger deals in his pipeline that were stuck. In a coaching session, Jim kept mentioning the amount of one deal, so I asked him, “what [...]
In the rapidly evolving landscape of sales, the tactics and strategies of the past have lost their effectiveness. In addition, the rise of the Economy 2.0 has ushered in a new era of buyer expectations and demands, presenting unique challenges for sales teams striving to meet revenue targets using outdated Economy 1.0 approaches. The [...]
We have discussed the negative impact of authoritarian sales leadership in previous posts because of its negative impact on performance. Democratic or egalitarian leaders lead elite, high-performing sales teams. Workplace Bullying According to WBI – The Workplace Bullying Institute's 2014 national survey, the number of workers affected by workplace bullying is estimated to be [...]
