There are many factors that can prevent success after promoting a salesperson to leadership, but let’s focus on the issue of clarity of expectations.
As sales leaders, it’s our job to help salespeople understand that objections are ultimately positive and, for the most part, predictable.
As in any business function, strong leadership is essential for sales teams, now and moving forward. In an uncertain economy, businesses — and the employees whose livelihoods depend on them — need sales professionals who are at the top of their game.
When we focus on skills training for managers, the confidence and conviction of the sales team increases — which spills over to their interactions with buyers.
Value-based credibility introductions help salespeople capture a buyer’s attention, engage authentically and establish trust early in the sales process.
Sales leaders must help their salespeople develop the patience and perseverance necessary for filling the revenue pipeline.
With the right technology, sales reps no longer have to fake it till they make it when courting new prospects. Instead, they can receive the personalized training they need.
Your ability to drive your team’s performance and achieve sales results is the most important responsibility as a sales leader. How should you lead, which skills should your team learn and what techniques will work to manage team performance.
The last 12 months have been my own real-life version of “Undercover Boss,” transitioning from being a CEO to a sales rep back to a CEO. I thought I understood what it took to be a successful sales executive. I was wrong.