Managing a sales team involves spending time coaching, forecasting, planning and recruiting. Sales managers are the backbone of the team, and their leadership lights the way for sales representatives to achieve their goals.
Even when sales managers receive training on how to coach, it doesn’t always solve the problem. There are four key areas that you need to address to gain long-term results from the training.
Intellectual curiosity reflects a sales professional’s interest in, commitment to and concern for his or her customer and profession. It creates credibility, which fosters the sales professional’s progression to the “trusted advisor” role.
Here are five key questions to ask sales team members to gauge their connectedness at any given client organization.
The sales function has the second highest gender leadership gap. This gap is worse even than engineering and IT, which are notorious for their gender gaps.
Miller Heiman Group, a global leader in the field of business performance solutions, has appointed three female executives to the company’s C-suite to spearhead the business into the new age of sales and service.
Much evidence supports the business case for gender diversity. What needs to be done to attract, retain and develop female sales talent?