Seven Questions: Are They Leadership Material?

How do you know if a candidate for a sales management role is leadership material?

Sales managers have the pivotal role in a business.  They stand at the junction where a company’s strategy and sales execution meet, and their ability to lead and coach their teams has a profound impact on business results. [Read more…]

Where Can You Create Value?

Great sales forces know where they can create value for customers and where they cannot. They understand that in order to invest their time appropriately, they have to separate the bad bets from the good ones, the customers who don’t value their effort from those who do.

[Read more…]

Foresight: Your Best Tool for Future Sales

Foresight is defined as knowledge or insight gained by looking forward.  As we begin to contemplate what 2016 will hold for us, consider the impact of a sales strategy informed by foresight and future trend data.

The concept of applying foresight to business strategy is not new or revolutionary.  Marketing leaders, Chief Strategy Officers and CEOs, for example, often seek information on trends, trying to get a sense of what the future might hold before they set goals and [Read more…]

The New Sales Discipline

The New Sales Discipline combines methods from traditional selling, traditional marketing, technology-enabled networking, and business data analysis, taking them all to a higher, more refined form.

If you are in the business of revenue generation (i.e. selling, marketing, business development, et cetera), your job has changed over the last several years.  Following are some of the notable changes: [Read more…]

Focus Or Fail

Focus or fail.  The difference between great performing sales organizations and just average ones comes down to focus.

I think we all know what a great sales team looks like.  They are able to consistently outperform their competitors, and they win new business and grow even in difficult times.  Most often, great performing sales teams have great leaders.  There are exceptions to that rule, [Read more…]