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...
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...
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...
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...
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