Sales leadership is not a position but a practice. As a sales leader you have enormous responsibility for nurturing your salespeople to success in not just achieving their budget goals, but to learn and grow by understanding all the facets of sales. Leadership needs...
Why is Sales Training for your Team Important?
If your goal was to be a golf pro, chances are you would hire a coach, take lessons, and start training. When I decided to enter a career in sales, my company put me through a nine-month rigorous sales training program. Three months were spent on product skills and...
Featured Training Program
This month, I'd like to share about the program I designed to help participants first learn their Personality Style, then how to use it in business and at home. Program: The Keys to Relationship Selling Success When you or your team is struggling to understand and...
Sales Leadership Competencies – Agreeableness
This month I'll continue to write about personality traits, focusing on agreeableness. As I left the house with my wife Betty, she made the comment, “Wow it’s cold outside!” My immediate response, being a cold-blooded person and from New York, “No it’s not, it’s nice...
Sales Leadership Competencies – Extrovert or Introvert
This month I’ll continue to write about personality traits, focusing on whether a person is an extrovert or an introvert. The definition of an extrovert is, “Someone that gains energy in a crowd,” which describes me to a T! How do you feel around extroverts? Other...
Consultation Sales Coaching – Neuroticism as a Personality Trait
As a sales leader, coaching your salespeople is your top priority, helping them achieve their goals, grow, and improve their sales skills. I’ve written about openness and conscientiousness, two of the personality traits that make up our personalities. This next trait...
Consultation Sales Coaching
Last month, I shared with you about the personality traits we all have in some proportion – it focused on openness. This month, I’d like to share about conscientiousness. Successful sales leaders are conscientious when they coach their salespeople to improve their...
Personality Traits
Understanding personality styles is crucial for success as a sales leader, which is why I wrote, “The Relationship Selling Secret.” This month, I’d like to address the five personality traits that need to be considered when we look at success. Personality styles have...
Characteristics of a High-Performance Sales Team
There is nothing like working on a great sales team. Everyone is motivated, energized, and is looking out for the success of the team. I believe there are three fundamental characteristics that high-performance sales teams have. Strong Leadership First and...
Servant Leadership & Vision – Competencies Sales Leaders Must Master
The best sales leaders put an emphasis on servant leadership and vision. Like some of you, I’ve worked for sales managers who believed in the opposite of servant leadership, what I describe as dictatorial leadership. Their mantra was, do what I tell you to do and...