sales leaders

Mastering Sales Leadership

Mastering sales leadership requires focus and excellence in five fundamental areas. Achieving mastery in these areas enables sales leaders to develop highly focused, efficient, and effective sales forces.

The Five Fundamentals of Effective Sales Management…

Align sales with the Go-to-Market strategy

Focus on the early stages of the sales pipeline

Achieve coaching excellence

Require customer growth planning

Establish a cadence or operating rhythm

Recently, we put together a brief, two-minute video on the Five Fundamentals of Effective Sales Management, and I explain why they matter so much and the impact they can have on the performance of a sales organization. The video appears below.



Please visit our “Five Fundamentals” web page, where you can download a copy of the white paper, “Five Fundamentals of Effective Sales Management,” and learn about our Five Fundamentals workshops.

Change Now, Grow Sales

Change now. Grow sales. We all operate in a very dynamic marketplace in which change comes rapidly and frequently. Because of that, one of the most pressing questions that sales leaders have to answer now is, “How can we adapt in order to ensure sales growth now and in the foreseeable future?”

This is why sales leaders play the pivotal role in the success of any organization. Whether you are a Chief Sales Officer or a newly minted front-line sales manager, you must have an answer to this critical question.

Some sales leaders take this challenge head on while other sales leaders duck and hope that things will get back to the way they once were. I will presume that you are put of that first group because you are reading this post. I will presume even further that you care what I have to say about this matter, so allow me to share some thoughts.

In response to the question, “What does it take to change the performance of a sales organization?” I offer the two-minute video below for your viewing pleasure. For more of my point-of-view on how to change a sales organization’s performance for the better, please watch each of USR’s four-part video series by clicking here.


Leading Sales Millennials

A new generation of revenue creators, Sales Millennials, is on the job today, rising through the ranks, and with them comes a marvelous opportunity for those who coach and lead them.

Based on my birth year, 1970, I am a member of Generation X. I actually consider myself a generation-straddler, though, as all of my siblings were born between 1955 and 1963, at the tail end of the Baby Boom. [Read more…]