Category Archives: Sales Leadership

Four Reasons You Need Account Planning for Sales Success

By Mark Donnolo Mike Barnes, executive vice president with Andrews Distributing – one of the largest beer distributors in the United States – knows the value of account planning. In April 2013, the company began following a structured account planning process. … Continue reading

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How to Really Measure Your Sales Team’s Call Activity

By Eric Esfahanian The Pareto Principle – or the 80/20 Rule – is the concept that 80 percent of your effects are obtained by 20 percent of your causes. Your sales force probably proves out the concept as well: about … Continue reading

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Should Sales Leaders Swoop in to Save the Deal?

By Sherri Sklar Recently I received the following email from a VP of sales, asking for advice about how to bring out the best in his people: Dear Sherri: We have a relatively new team and I am noticing that the … Continue reading

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Improve Your Sales Performance with These Team-Building Activities

By Luke Talbot-Male Common practices and sales pitches nowadays are becoming ineffective because consumers have been overexposed to them over the years. To help the company achieve their sales goals, revising sales strategies sounds like a great plan – but … Continue reading

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Sales Leadership in The Age of Anxiety

By Adrian Davis Sales leaders are conducting business in a unique environment of rapid change and immense risk. We face complex national and international challenges. Predictability provides peace of mind, whereas uncertainty creates anxiety – and ours is an uncertain … Continue reading

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Teaching Sales Warriors New Tips: How to Train Seasoned Salespeople

By Shari Levitin Many salespeople speak about sales through the language of warfare. To them, the idea of a warrior suggests power and conquest. They skirmish with customers, fight for leads, and talk about losing the battle but winning the … Continue reading

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Advice for a Sales Leader: How to Gain Control of Your Sales Pipeline and Forecast

By Sherri Sklar Recently I received the following email from a VP of Sales, asking for advice about his sales pipeline and sales forecast. Dear Sherri, I’m a Sales VP, it’s mid-March, and I’m sweating the end of quarter. Truth is, … Continue reading

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The Only Power Source that Really Matters in Your Company

By Jim Cathcart In a speech years ago to the executive team of Wal-Mart at their Bentonville, AR, headquarters – after meeting Sam Walton himself in the hallway – I explored the concept of where power comes from in an … Continue reading

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How to Become a Great Sales Coach

By Kevin F. Davis I’ve been thinking a lot about what makes the difference between sales managers who fail their teams, those who do a competent job, and those who excel. One of the factors that has the biggest impact … Continue reading

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Five Traits of Sales Leaders Who Always Beat Their Number

By Tom Stanfill My transition to sales manager was fairly typical. I was promoted from a role where I had excelled (selling) to a role where I was completely incompetent. In those early years of managing a team, I was more … Continue reading

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