Every day, we see people gathering in bars and restaurants to watch a sporting event, flocking to theaters to be mesmerized by actors and actresses or coming home from a business meeting, inspired by  hearing a powerful, motivational speaker.What’s the common thread?Each scenario features individuals and groups who believe in ...

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Anyone that knows me well also knows that I am an avid reader. I’ve always believed that to be a “thought leader” a person must be exposed to new thoughts. New thoughts and ideas help sales professionals create new and innovative ways providing value to clients and increased sales.One of ...

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Feedback is an essential component of any thriving organization, yet during the upheaval of the pandemic, many leaders hesitated to engage in candid conversations, fearing it would drive employees away. However, the landscape is shifting with 40% of HR professionals prioritizing performance management this year according to survey data from ...

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Excellence means greatness and we enjoying watching moments of excellence. It can vary from watching a Broadway musical where actors and actresses thrill us with their ability to effortlessly dance and sing. Or, you attend an athletic event where you observe playbooks being executed flawlessly in spite of the competition ...

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Have you ever observed a sales meeting that begins to derail? Go south? The prospect asks pointed questions, looks skeptical upon hearing the answer or simply has a really bad case of “resting face.” When a deal starts “going south” it’s easy for sales professionals to get emotionally triggered, defaulting ...

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The onboarding process for new salespeople is a crucial part of ensuring their success and your success as a sales leader. You review roles and responsibilities, teach product and sales knowledge and discuss team goals. But are you paying attention to embedding your company values and teaching emotional intelligence skills ...

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The news is out and it’s not really good. According to Gallup, engagement levels fell from 36% in 2020 to 33% in 2022, and then to 31% in 2023 in the U.S. alone. Lack of employee engagement costs companies a whopping 8.8 trillion across the globe! So, how can we ...

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Remember the William Shatner commercial asking, “What’s in your wallet?” It would serve sales leaders to ask a similar question, “What’s in your salesperson’s briefcase?” A sales professional owns two briefcases. The first one is visible and you’ve seen the inside of this briefcase. You know the salesperson’s industry experience, ...

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As a sales manager, your ultimate goal is to boost your sales team's performance. However, sales managers unknowingly set themselves up for failure. In their desire to improve sales performance, they make the mistake of managing numbers AND managing salespeople. The best sales managers recognize that you manage numbers. You ...

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Effective sales management begins with encouraging your sales team to get obsessed. With what and who? Your customers! Great sales teams are obsessed with serving their customers. They are obsessed with providing that extra ten percent effort in every interaction with clients. Here’s another reason to encourage customer obsession. 84% ...

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More than one sales manager has asked the question, “How can I build a great sales team?” We’ve all admired the sales team that flourishes, consistently hitting their targets and exceeding expectations. We’ve also observed---and wondered---why sales teams that are in the EXACT same industry and EXACT same business environment ...

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What’s the secret to making change easier for your sales team to adopt and embrace? The secret is recognizing that sales management is change management. Everyone has heard a story about a company no longer in business because they failed to make necessary changes to meet the demands of a ...

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Increase sales productivity on your team and you will dramatically improve your team's ability to achieve sales goals. As a sales manager, you have probably heard one of the following statements from your sales team.   “It’s the end of the day and I didn’t get through half the things ...

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Sales managers engage in a lot of conversations with their sales team. And in this day and age of technology, there are many ways to communicate and connect. We’ve got text, email, Whatsapp, video, cell phone, Slack, just to name a few. With all these modes of communication available to ...

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Becoming a sales manager is an exciting move. While the position comes with many perks, it also comes with new challenges that you may not have anticipated. A sales manager’s day-to-day is filled with responsibilities in a very different way than the day-to-day of being a sales associate.A sales manager ...

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Sales. It’s the front line of your business.Often the first impression potential clients have of your company is made by a salesperson. If your sellers are not doing their job well, nobody else in your company will have the opportunity to do their jobs well either because you’ll have no clientele. The success ...

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My first real corporate job started in retail. I begin as a merchandiser, tracking goods, and moved up the ladder to sportswear buyer. Looking back on the corporate culture, I easily could complain about my early boss because he wasn’t emotionally intelligent. My stories about him also could include how ...

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There is great technology for helping sales managers review sales conversations and meetings. But sometimes technology is viewed as a magic wand for curing missed sales quotas. Tech tools can analyze who did most of the talking on the call, how a salesperson handled objections and whether or not the ...

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Well-intentioned sales managers conduct weekly one-on-one coaching sessions. They don’t cancel these important meetings in order to handle the latest sales fire or for other reasons. They prepare for the coaching sessions armed with data and analytics.So why are sales managers holding so many ineffective sales coaching sessions? The answer:Sales ...

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I was working with a group of sales managers, debriefing their emotional intelligence assessments. As we covered the EQ competency of empathy, a very smart sales manager made this observation.  “Without self-awareness, my high empathy could turn me into an enabler.” His observation resulted in a great conversation around this ...

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You are self-directed.You are decisive.You are independent.You also might be a lone ranger, which is a sales manager that doesn’t ask for or seek advice from others. This behavior is not due to arrogance. It’s usually because of the attributes listed above, which might serve you well in your sales ...

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Yup, it’s true. The CEO or business owner might well be the culprit for slow or stagnant growth. Discover why your organization’s ‘blind side’ is you. This presentation is designed for entrepreneurs, CEOs and business owners looking to accelerate profitable growth. Colleen’s expertise is real world from her years of working for a small company ...

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Congratulations! You’re a successful business owner that is growing your company, and you need to stop serving as the acting sales manager. Hiring a sales manager will be either the best or worst decision you make, depending on who you hire. There are key traits and competencies that make up ...

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A member of your sales team meets with a great prospect that is open, interested, and qualified to do business with your organization. She shares her frustrations about her existing vendor’s delivery of services and products.      The salesperson hears more about the prospect’s pain and becomes excited about the ...

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