Sales leaders often get set-up to fail. You've heard this story before. Top producer gets promoted to sales management only to find new skills for leading a sales team are quite different than the skills for effective selling. Skills such as:
- Identifying and hiring emotionally intelligence sales people
- Conducting crucial sales coaching conversations
- Teaching and transferring the habits, attitude and skills that made them a successful seller
Well intentioned sales leaders fail to build trust with their sales teams because they don't know how to read the emotional temperature of the very people they are managing. Or, they miss sales forecasts because they only focus on teaching consultative selling skills, (Sales IQ). These skills are important and equally important in demonstrating and teaching salespeople the emotional intelligence skills needed to win business in a chaotic, challenging business environment.
Stop trying to solve the sales revenue problem with the latest sales technology and fad techniques. Start working on the right end of the problem by incorporating emotional intelligence into you sales leadership processes.
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