Think of sales performance as a three-legged stool. When all three legs are strong, there's nothing sturdier. But if one of the legs isn’t holding up its weight, the stool can no longer do its job.

Just as you need all three legs on that stool, so too must a sales organization have three solid legs to carry the weight of the expectations placed on it. As we get closer to 2023, ensure your team is strong in all three areas and set your team up for improved sales performance in the new year.

We call ourselves account executives and consultants, but do we behave like consultants? 

Or do we act more like salespeople who are just there to close a deal and cash a commission check?

When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited. As I grew from a salesperson to a sales manager to an executive at an advertising agency, my business acumen and expertise increased. As my business acumen increased, so did my ability to help clients. I started to behave less like a "seller" and more like a consultant who was there to help my clients.

It was a game-changer for me.  

With the holidays looming ahead and the new year not far behind, there’s no better time to start looking for gifts for your sales team that will show they’re appreciated. 

However, when considering gifts for your salespeople, some level of personalization can go a long way. Ditch the printed pens that are half broken and lanyards that can’t hold anything heavier than a single house key. Instead, consider these top gifts for salespeople that go the extra mile in showing you’re thinking about them.

When was the last time you heard someone use the words “artificial intelligence”? A decade ago, it might have been sparingly, but today we hear the term daily.

As the tech industry continues to expand, engaging with other sectors such as automotive, biomedical science, data science, healthcare, and entertainment, it is increasingly likely that tech will come to play a role in all of our corporate lives.

It might seem that the tech industry is quite distant from Human Resources, but, in fact, the two fields are already working closely together.

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard.

However, with the pandemic, the world changed seemingly overnight.  

You went from a team that worked 100% in the office to a team that worked 100% remotely, and now that COVID is "over," you have a team that works in a hybrid model. 

Have you changed your management style to match the new reality of a hybrid sales team?

As we get ready to roll in the new year, selling digital marketing solutions will continue to be a top priority and requirement for success.

To say there is one thing that will influence your success or failure at selling digital marketing solutions is a fairly bold statement… and I am going to make it.

Considering that Millennials make up the largest percentage of the workforce, it's likely you will be hiring one. If not now, in the near future.

Understanding what makes a Millennial happy in the workplace gives you clues about the best way to recruit one.

Recruiting top talent is tough… and it’s getting more challenging every day!

Want to know how to up your game?

Create a top-notch candidate experience.

Parenting small children is not easy. I recall when my daughters were toddlers and how exhausted my wife and I were at the end of the day. We fantasized about when they would be older and more independent. We imagined parenting would be a lot easier.

Well, as I prepare for my oldest daughter's wedding in two weeks, I can tell you parenting older children is different, but it's not necessarily easy. The challenges change, the decisions become more important, and our role as parents evolves.

Social media gives salespeople opportunities they just didn't have several years ago — even three years ago!

It's much easier to connect with prospects now, and as long as you do it right, you can see significant results (i.e. landing more appointments with target prospects).

Here are three simple steps to get started with social selling.