A few years ago, I had a long conversation with a newly promoted sales manager (let’s call him John) who was insecure about his leadership skills. John was concerned that his team wasn’t open to being led by someone as inexperienced as him. Or, as John put it, “last month I was a salesperson – their co-worker – and now I got promoted to be their manager. Why will they listen to me?”Read More
On this episode, Anne Sommi Edmondson, Executive Vice President of Marketing asks: In one of my past jobs, we churned through salespeople. There was always a reason they didn't work. I believe they just weren't hiring the right people. My question is, do you hire salespeople or do you hire skill sets?Read More
On this episode, Founder of Membrain.com George Brontén asks: "How do you hold the sales team accountable for executing your sales process?"
Salespeople are often outcome-oriented and tend to skip part of the prescribed sales process. A process designed to give them the highest probability of winning. In this video, we talk about three things you can do to create accountability around your sales process.Read More