What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption. This responsibility was floating around and has now found its home with sales leaders. Some of you are…
In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. As the new reality took over, the quick scramble was on to embrace the virtual necessity. The result of moving into a…
Do your competitors fear your salespeople? Your salespeople are engaged in hand to hand combat. Your competitors are fielding their best sales talent against your best sales talent. Previously to gain the advantage, companies hired…
The classic definition and role designation of “Hunters” and “Farmers” has become obsolete and counter-productive to a sales organization’s revenue growth. Traditionally, Hunters were people that enjoyed the pursuit of opportunities with new accounts, while…
Goldman Sachs is cautiously forecasting an economic improvement in Global Growth of 3.5% driven by financial incentives and improvement in the growth of the US GDP. Sales leaders look to an improving market as an…