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3 Characteristics of a High Performing Sales Team

By Norman Behar

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.

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How to Become a Great Sales Leader

By David Jacoby

determined-sales-leader

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the purview of senior executives such as the Chief Revenue Officer. But ask your sales team to describe your leadership qualities and you may hear comments such as “She knows how to communicate what she wants,” “He makes the right decisions at the right time,” “She’s very persuasive,” or “He works twice as hard as anybody else on the team.”

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Back to the Future: AI and the Role of Sales People

By David Jacoby

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Last week I saw the future. Google demonstrated its amazing new Duplex technology that allows Google Assistant to make phone calls on your behalf and have natural, human-sounding conversations. Watch the demo here and listen to the Google Assistant first call a hair salon and book an appointment, and then make a reservation at a restaurant.

I was blown away by Googles’ Duplex technology, and it is obviously a major step forward in the ability of computers to understand and generate natural speech. This will dramatically improve the customer experience in communicating with automated phone systems. But what are the implications for the sales profession?

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Six Questions to Coach a Gritty Sales Team

By Ray Makela

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I’ve written before about Angela Lee Duckworth’s concept of “grit,” which she discussed in her popular TED talk, “Grit: The Power of Passion and Perseverance.” Duckworth defines grit as a winning combination of passion and perseverance, and she found that this quality is high among very successful people (including salespeople).

How do passion and perseverance manifest as behaviors among salespeople? As a manager, you’ve probably noticed the grittiest members of your sales team tend to do the following.

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How to Manage, Coach, and Lead a Remote Sales Team

By Norman Behar

In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales managers have struggled with for years. Norman discusses the impact technology has had on the sales management function and shares techniques you can use to manage, coach, and lead a remote sales team.

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Which Sales Leadership Skills Do You Share with Napoléon?

By David Jacoby

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When you hear the name Napoléon Bonaparte, valuable sales leadership skills might not be the first things that come to mind.

If you are like me, you largely remember Napoléon from high school world history class as the French military leader and emperor whose disastrous invasion of Russia in 1812 eventually led to his downfall.

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How to Increase Your Sales Team Motivation to Win

By Norman Behar

On this episode, Morgan Pierce, Senior Director of Product Marketing at Altify asks: How do you motivate your team to win? Norman talks about the importance of motivating your team and six key factors that drive sales motivation.

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What Sales Managers Can Learn from The Military

By David Jacoby

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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?”

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How to Create a World Class Sales Organization

By Norman Behar

On this episode, Sales Director Gary Pickering asks "How do you create a world class sales organization?". We describe the key attributes of a world class sales organization. The importance of developing highly effective sales managers. And the five skills sales managers need to build a high performing sales team and drive organizational success.

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Sales Performance Indicators: Unit vs Value Win Rate

By Norman Behar

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on managing sales performance.

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How to Implement a Contest to Increase Sales Team Motivation

By Norman Behar

On this episode, SRG's CEO and Managing Director Norman Behar shares his best practices for sales contests and incentives. 

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How to Create Effective Sales Leadership Through Calculated Risk

By Norman Behar

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on how to get sales leadership to change the status quo.

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How a Sales Manager Can Develop Sales Leadership Skills

By Norman Behar

If you want to become a high impact sales manager, the type that consistently achieves great results with your sales team, you need to master key foundational management skills. These include developing the skills and techniques to (i) recruit and hire the right people, (ii) manage sales performance, (iii) manage the sales pipeline, (iv) coach and develop your team, and (iv) lead your team. These areas not only provide the foundation for sales management success, but also are the building blocks for career growth and advancement.

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Four-Step Process to Develop and Achieve Your Sales Vision

By David Jacoby

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For many sales managers focusing on short-term day-to-day results, it's often challenging to think like a leader and focus on achieving a long-term vision. But that is exactly what a sales manager must do in order to maximize the performance of his or her team.

A sales vision is a statement that indicates where you want your sales team to be at some future time. Without a sales vision, a sales team may have lack of focus, difficulty prioritizing activities, or a feeling of drifting. A clear sales vision provides focus and direction for you and your team, energizes your team, and improves results and performance.

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5-Steps to Make Vital Decisions As a Sales Team Leader

By David Jacoby

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Decision-making is critical to all management positions. However, decision making is even more important to you in your role as a sales team leader. 

Sales leadership can be defined as the ability to positively influence the actions and attitudes of the sales team to achieve or surpass their goals. Part of this influence involves how effectively you handle the myriad decisions you face every day.

As a leader you routinely have to make numerous important decisions on a daily basis, including decisions regarding people problems, customer problems and/or opportunities, upper management issues, setting performance goals and so forth.

Your ability to influence your team is directly related to how you make decisions and ultimately on the quality of your decisions. Decision-making, especially in regard to leadership, isn’t always easy, but well-calculated decisions can result in achieving your sales goals and in enhancing your overall image as a leader.

So can you become a better decision maker? 

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How to Plan an Effective Annual Sales Meeting

By Ray Makela

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As organizations go through process of planning their upcoming annual sales meetings, we thought we’d share a few thoughts and lessons learned we’ve picked up along the way from working with our clients

Two questions we like to ask of executive sponsors and meeting planners are basic ones, but all too often forgotten. The questions are:

What are you trying to accomplish with this meeting? 

“What do you expect the participants to think, feel and do differently as a result of this meeting?”  

Many times the goals of the meeting aren’t well defined – it appears as if someone is attempting to fill timeslots so that everyone is engaged for two or three days, but with no cohesive message or desired outcome.

While there may be multiple priorities and objectives that the meeting is attempting to accomplish, it is very important to consider which of the numerous objectives are realistic and attainable in a relatively short period of time. To assist with this prioritization, here is a helpful memory device: M.E.E.T.I.N.G.S.

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How to Motivate Salespeople

By David Jacoby

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As a sales leader, you want your salespeople to be motivated about the sales goal, to work toward the goal, and to go the extra mile to reach beyond goals.

You also want them to be motivated about their overall performance on an ongoing basis.  The hard part is identifying how to motivate salespeople.  There are a number of obstacles to overcome when influencing others through motivation.

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How Increase Your Mobile Sales Team Motivation

By Norman Behar

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Given the rapid pace of technology and the efficiencies of working from a home office sales people are spending more time in the field working with their customers.

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Money is Only One Way to Increase Sales Team Motivation

By David Jacoby

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One of the primary functions of sales managers is to always keep the sales team motivation high.  Of course, the easy answer is just pay them more.

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