Sales Management | Sales Leadership

The over-arching objective of sales enablement professionals should be to support revenue growth by helping sales professionals achieve their sales goals. The most important way to accomplish this is to "reduce the time sellers spend not selling," and focus on client-facing tasks that improve sales

Sales Management | Recruitment & Selection | Sales Training | Sales Leadership

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger deals, and boost productivity. A well-designed sales training program gives your team the skills, tools, and techniques they need to become top performers. And for most sales leaders, driving topline performance is more than enough justification to invest in training. But sales training can also provide your organization with hidden benefits.

Sales Management | Sales Leadership

One of the driving forces of sales leadership is influence – the ability to affect the motivations, actions, and behaviors of your sales team. Your positive influence on your team gets things started, builds momentum, and motivates your salespeople to produce great sales results, even when the going gets rough. Without a high level of influence, you’ll never be a great sales leader.

Sales Management | Prospecting | Sales Leadership

It’s easy for sales professionals to get frustrated and lose motivation when selling into a slowing economy. There are many headwinds facing client organizations these days – including recovery from COVID, ongoing recessionary pressures, inflation, budget cuts, supply chain issues, and continued employee turnover.

Sales Management | Prospecting | Sales Leadership

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting activities. They look to create more opportunities by adding new tools to the sales stack, retraining the team, automating processes, and even outsourcing meeting acquisition.

Sales Management | Sales Leadership

Leadership and management skills often get confused and interchanged when talking about developing more effective front-line sales managers (FLSMs). But there are some key differences.