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The Sales Readiness Blog™

Sales Management | Sales Leadership

Sales leaders often achieved their position based on their individual success and personal attributes. But when their role shifts to motivating and inspiring teams, improving attitudes, focusing on long-term vision, and helping initiate change, sales leaders’ mindsets need to shift as well. For a better understanding of leadership mindsets, we turned to Leah Clark, Senior Director of Leadership Development at GP Strategies. The company’s research on mindsets looks at what it takes to bring these leadership attitudes and their associated behaviors to life. Mindsets are a particular way of thinking, shaped by attitudes and opinions, that guide and influence the actions we take. Clark said their research has found that the following four mindsets are particularly important for leaders to establish.

Selling Skills | Sales Management | Sales Leadership

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing salespeople possess. Okay, it wasn’t an actual survey. Our team at SRG recently completed rolling out a sales training program from a large sales organization, and I was reviewing my notes from interviews I had with frontline sales managers as part of the customization process. As I reviewed these notes, I started noticing trends.

Sales Training | Sales Leadership | Sales Enablement

For decades, the annual Sales Kickoff (SKO) has served as the premier event for companies to bring their sales teams together to align around annual priorities and bond as a team. SKO agendas typically include the following elements:

Sales Leadership

The COVID-19 pandemic has been the ultimate validation of the importance of leadership abilities for sales managers. In addition to navigating their teams through incredibly challenging business conditions, many sales managers have had to almost overnight re-engineer how their sales teams sell to remote customers. To emerge stronger from this crisis, now’s a great time to focus on how you can become an even better sales leader by developing your personal abilities.

Sales Leadership

Sales managers play a critical role in the psyche and success of their sales teams and that's especially true during the Covid-19 pandemic. Given that most teams are now completely virtual, this has introduced new complexities in terms of how sales reps connect with their customers, managers, and peers. 

Selling Skills | Sales Leadership

The COVID- 19 pandemic is creating profound changes in how sales professionals engage with clients. While some sales professionals will likely return to their offices, the way they engage with clients has fundamentally changed since most sales call will take place virtually.  Additionally, the quality of sales conversations will need to improve since many sales reps became way too reliant on existing accounts and are now faced with the difficult challenge of rebuilding their sales pipelines.