Like trust, integrity is something we all talk about, meaning many … [More . . . .]
A critical issue you face as CEO is how to increase sales productivity. As … [More . . . .]
One of the most difficult situations sales managers face is how to confront … [More . . . .]
Expertise isn't just handed to you. Commitment to a daily routine and … [More . . . .]
Yesterday, Dennis and I were reviewing Lost Deal comments for a client when … [More . . . .]
The average tenure of a sales manager today is less than two years – actually, if the manager was promoted from within, because they were the most successful salesperson on the team, the average duration comes down to eighteen months.(Source: Chally) These statistics are quite shocking, but not surprising. This role has become the least secure in most organizations today, yet remains one of the most pivotal.
We want to help, so this area of Top Sales World is dedicated solely to sales leaders – including Sales Managers, Vice-Presidents of Sales, Sales Coaches, Sales Directors and CEO’s – ultimately any individual who is committed to developing their sales people’s potential and results.
We have assembled a team comprising of the very best sales management coaches in the world who will be contributing daily to a number of essential resource areas from sales team development session formats to online profiling, sales articles and process tools to fundamental sales management skills ….
Like trust, integrity is something we all talk about, meaning many different things, but always assuming that everyone else means just what we do. That leads to some vagueness and confusion. But a careful examination of how we use the words in common language is useful. Integrity and the Dictionary Merriam Webster says it’s “the quality […]...more
This Week’s Sales Team Development
During a coaching session this week, I discussed the value of questioning techniques, and this is a précis of my advice ….. They say that “information is power” and nowhere is this more true, than in the first buyer-seller interactions. Many inexperienced sales professionals – well actually, many experienced ones too - are not comfortable at […]...more
This Week’s How to Guide
If you have read my latest book The Key to the C-Suite already, you might have felt we left something out. I spend a lot of time discussing the language of the C-suite, but I never really tell you my thoughts on how to get to the C-Suite. The Value Hypothesis is a little something I held […]...more
This Week’s Leadership Skills
In sales (and in business generally) we love to measure things. We want scientific proof that things are working, something we can rely on. So we measure everything. Well, mostly we just count things. But some things that directly impact your results in sales and business are difficult to measure—even though they’re critically important. Meaningful Interactions: Have […]...more