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Good Role Model or Great Sales Leader?

Good Role Model or Great Sales Leader? Often Sales Leaders mistake being a good role model for great sales leadership. Being a good role model simply educates your sales team how you do things that work. It gives them strategies to try out for themselves. It’s an important part of your role…especially for new recruits. […]

Make time for your own Sales Leadership development!

Make time for your own Sales Leadership development! Unless you make time for your own development, your Sales Leadership skills will at best plateau…at worst decline! If every member of your team is a high performer then carry on doing exactly what you’re doing because you have a winning recipe. If they are not…then you […]

The difficult conversations that create a great sales team!

Sales management, people management The difficult conversations that create a great sales team! Are you having the difficult conversations required that create and maintain a great sales team? It’s easy to be a great sales leader when things are going well. It’s much harder to turn a sales person or sales team around once the […]

What Sales Leader are you today?

What Sales Leader are you today? What Sales Leader have you shown up as today? It may seem like an odd question because you probably think you are the same every day. The thing is…that’s really unlikely. Yes of course there are constants that you bring to work each day but there are differences too. […]

Do you expect too much from your Sales Team?

Do you expect too much from your Sales Team? What do you expect from your sales team? I could do a bit of mind reading here… – To exceed target – To be motivated and proactive – To do things the right way – To be happy and upbeat – To change quickly every time […]

Are you trying to save your poor performers?

Are you trying to save your poor performers? It’s so easy to fall into the trap of rescuer when you are a Sales Leader. You are judged by your team’s performance and when things are not going well its natural to want to save the situation. Be warned…every time you do that, you are making […]

How well do you understand your sales under-performers?

How well do you understand your sales under-performers? As a sales leader…how well do you understand your under-performers? When you focus on the numbers it’s too easy to miss the most important clues…the human being behind the numbers. I can’t tell you how many times I start a sales mindset programme with a new client […]

How your sales induction impacts on sales mindset!

How your sales induction impacts on sales mindset! Most companies have a sales induction for new recruits. Mostly they focus on learning about the company, the services/products and the skills required to make sales. Most of the ones I review when working with clients have missed any form of relationship building, getting to know the […]

What impact do you have as a Sales Leader?

What impact do you have as a Sales Leader? How aware are you of the impact you have as a Sales Leader…on your team and the results they achieve? It’s easy to determine what behaviours you want from your manager in order to get the best from you. It’s not as easy to determine the […]

How good are you at motivating your Sales Team?

How good are you at motivating your sales team? How happy are you with your efforts to motivate your sales team? Are they performing to a level that you’re proud of? Or are they less than where you want them to be despite working your butt off to up their performance? The highs and lows […]