Trey Morris, on November 23, 2021
You're not an Avenger.
I know that is disappointing. Trust me, I'm disappointed, too. Who doesn't want to be a superhero? We all want to be the man or woman who swoops in to save the day, but that only gets to happen in a Marvel or DC movie.
In the real world, we don't have these types of superheroes.
But as much as I would like this blog to be about my favorite Marvel characters, that would not be the best use of your time or mine.
Kurt Sima, on November 22, 2021
Most sales leaders talk too much about new business development.
The truth is: they would be better off yapping less about selling new customers and yapping more about growing existing customers.
Amanda Meade, on November 19, 2021
- Mike Bosworth
Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer! The holiday season is prime time to hit quota and set your team up to smash their numbers for months to come — but only if you play your cards right.
Here are some key tips and tricks you can leverage to make sure you and your reps thrive this holiday season. >>> READ MORE
Jim Thompson, on November 18, 2021
For every sales manager and General Manager, November and December are always interesting months. And the reasons why: it's the end of the year and it's BONUS month. It's the months to prod, cajole, incentivize, and yes, even beg the sellers to get out there and close the year strong!
2021 is nearly over!
If you're only a few dollars short of getting your year-end bonus, you should do everything within your power to do so.
However, the fact of the matter is that most years, that's highly unlikely, improbable, and even impossible to reach that year-end bonus money. But even if that was the case, we should do everything within our power to squeeze every dime we can out of the year. Right?
Wrong!
Amanda Meade, on November 17, 2021
How do you create a culture that attracts and retains top talent?
One lesson Arnie Malham, Founder & President of BetterBookClub and Author of Worth Doing Wrong, teaches us in this episode is that it takes time and will not happen suddenly.
Tune in now or keep reading for a brief overview.
Stephanie Stoll, on November 16, 2021
As a sales leader, you can count on the fact that there will be constant change. It's all around you — in technology, the economy, your team, and industry conditions.
At times, it can seem impossible to prepare for and navigate the sea of changes you face, but successful sales managers adapt and adjust, and even embrace the changes.
Whether the change is a small adjustment or a seismic shift, leaders have the ability to reduce uncertainty and smoothly maneuver the tumult of change.
Amanda Meade, on November 15, 2021
Everyone agrees that referrals are an essential part of growing a business. Furthermore, it's the most cost-effective way to build customer relationships and win new customers. Despite the sundry benefits of a referral program, how to ask for referrals has never been easy.
Acquiring a referred customer will cost you almost nothing, and they have a high degree of loyalty and retention. In fact, a referred client has a twice lifetime value compared to a non-referred customer.
Let's face it: asking is the best way to get customer referrals. But breaking the ice and asking directly for referrals can feel awkward, right? It might sound like you are desperately trying to ask for a favor.
Amanda Meade, on November 12, 2021
- Mark Hunter
“If people don’t participate, they don’t buy in. If they don’t buy in, they don’t commit. If they don’t commit, they don’t deliver!”
Businesses, small and large, struggle with employees delivering on their metrics. Maybe it’s not a delivery problem, but a buy-in problem. According to Great Place to Work, Employees who find their job to have “special meaning: this is not ‘just a job’” are
How can you give special meaning to their job? Get their buy-in on the plan. >>> READ MORE
Amanda Meade, on November 10, 2021
Being a sales manager has always been a difficult job. But we can all agree that over the last couple of years, it’s gotten a lot harder.
In this episode of the Sales Leadership Series, Mike Searson, Vice President, Local Revenue at Corus Entertainment discusses sales and executive leadership tips. He also addresses some of the top KPIs he looks at and what sales managers should be focused on in the upcoming years.
Tune in now or keep reading for a brief overview.
Kurt Sima, on November 9, 2021
As a sales manager, here’s an easy concept to get your head around: sales performance improves when sales managers set clear expectations with each salesperson.
Think about it, when sellers know what to do—and managers establish performance tracking metrics and leading indicators to monitor progress—life becomes easier for all involved.
Simply put, when life is easier for a salesperson, they perform at a higher level.
