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Category Archives: sales leaders
How to Retain and Motivate Sales Reps: Money versus Happiness
All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what they want in exchange … Continue reading
Posted in: Motivation, sales leader, sales leaders, sales leadership, sales management, Success
Tags: bonuses, commissions, compensation, happiness, incentives, money, motivation, retention, sales leaders, sales managers, sales reps
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Why Love (Not Money) Makes Great Leaders: Insight from Dr. Herb Greenberg
According to Dr. Herb Greenberg, founder of Caliper Corporation, great leaders are not motivated by money. This is just one of the conclusions Dr. Greenberg drew from his extensive research on the qualities and characteristics that make great leaders, which … Continue reading
Posted in: leadership, sales, Sales Hiring and Recruiting, sales leader, sales leaders, sales leadership, Success
Tags: Caliper, Herb Greenberg, leadership, love what you do, money, motivation, persistence, qualities of a leader, sales leadership, success, video
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Warren Buffet Meets Anne Mulcahy
What Warren Buffet said to Anne Mulcahy when she first started at Xerox. Continue reading
Posted in: sales leaders, sales leadership
Tags: Anne Mulcahy, customers, employees, Michael Weening, sales leadership, Warren Buffet, Xerox
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Maximizing Sales Effectiveness: Five Key Factors that Drive Success
Ask sales leaders what they want as a result of a sales training program and most will say increased sales. But sales training can’t directly increase sales; it can only change behaviors. Continue reading
Sales Leaders, Ditch Your Outdated Ideas about Hiring
A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates.
The myths I’m talking about are based on the idea that certain characteristics or qualities can magically help you identify your next top performer … Continue reading
Posted in: sales, sales experience, sales leader, sales leaders, sales leadership, sales management, selling
Tags: hiring, sales, sales experience, sales hires, sales manager, sales success, sales team, top performance
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Adapting to Today’s Customer: Q&A with Gerhard Gschwandtner
In this Q&A with Gerhard Gschwandtner, host of the upcoming Sales 2.0 Conference, (April 2-3 in San Francisco), we discuss how sales leaders are learning to adapt to the needs and expectations of today’s customer. We’re exclusively offering a … Continue reading
Posted in: Gerhard Gschwandtner, sales 2.0, sales leaders, selling
Tags: conversation economy, Sales 2.0 Conference
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Sales Leadership Advice for Aligning Marketing & Sales
I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This is an excerpt from my interview with Mark Burton, former VP of sales at MySQL (acquired by Sun Microsystems), where he&… Continue reading
Posted in: sales, sales 2.0, sales leader, sales leaders, sales leadership, selling
Tags: Anneke Seley, marketing, sales and marketing, sales and marketing alignment, sales leads, social media
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Transitioning from Sales to Management
The Harvard Business Review article, “Selling is Not About Relationships,” (the title is misleading) categorizes sales people into 5 buckets:
Relationship Builders focus on developing strong personal and professional relationships and advocates across… Continue reading
Posted in: sales leaders, sales management
Tags: customer relationships, sales manager, sales success, salespeople
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Why Sales Success Starts with Credibility
There are four very basic sales management questions that a great front line or senior sales leader should be able to answer “yes” to:
1) Do your people trust you?
2) Do they have clarity on overall strategy?
3) Do you make yourself available to them?
… Continue reading
Posted in: sales leader, sales leaders, sales leadership, sales management, selling
Tags: ADP, credibility, Ken Powell, sales manager, sales results, sales success, salespeople
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4 Social Media ROI Tips for Sales Leaders
These tips are taken from Social Media is Getting Tired … Social Business is the New Frontier, by Gerhard Gschwandtner, founder and publisher of Selling Power magazine.
Suggested Social-Media Action Steps for Sales Leaders:
- Change your mind-set from social media (low ROI) to social business (measurable ROI).
- Expand the definition beyond personal selling. Turn your salespeople into digital influencers. Teach them how to listen online, join the right communities, and engage customers in their social-business sphere. Give them sales intelligence tools, such as InsideView for Sales.
- Create your social business strategy before searching for the best technology. Gartner considers Jive, Lithium, and salesforce.com as key players in the market.
- Take a closer look at Social CRM tools. SugarCRM, Nimble, and salesforce.com executives participated in a great panel discussion on the subject. Note how Jon Ferrara (founder of GoldMine) sees the future of Social CRM in this video:
Learn more on November 15, 2011, in Santa Monica at the Sales Strategies in a Social & Mobile World conference. Gschwandtner will be there with many expert speakers, including Anneke Seley (author, Sales 2.0), Jeffrey Hayzlett (former CMO, Kodak), Todd McCormick (PGi), Brett Queener (salesforce.com), and Jon Ferrara (Nimble).
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