Sales leaders are often challenged by the demands of managing the individual characters within their team to maintain not only harmony amongst the team, but also a sense of satisfaction within the individual. Old-style sales management used to focus on creating monetary incentives as the only reward for great performance. However times have changed and […]
B2B sales management strategies to motivate and retain a Gen Y team
The world of B2B sales has changed; and it hasn’t. What hasn’t changed is: The importance of personal communication and self-management skills for sellers. Clients place high value on sellers having Account Management and Solution Selling skills. Sellers have not been replaced by digital and social media. We now have social selling. Buyers want sellers […]
How to increase sales by managing the Sales Improvement Ecosystem
One of the big challenges for leaders within the technical B2B sector (such as technology, industrial products or services) is how to best manage the ‘revenue engine’ – or sales function – of the business. Sales management is a tricky responsibility at the best of times. There are so many hard and soft factors that […]
6 steps for giving effective feedback to your sales team
Busy sales leaders should be looking for efficient ways to get things done. I understand that. But when it comes to giving performance feedback I think being focused on efficiency isn’t always the best option. This is why. In a recent article on HBR.org (from Harvard Business Review magazine) called Giving Effective Feedback When You’re […]
How to improve sales results using leading and lagging indicators
The terminology of “leading” and “lagging” indicators is most often used in the world of performance management or economic analysis. But what do they mean? And how can you use leading and lagging indicators to improve sales performance? First, let’s define what we’re talking about. Leading indicator: A leading indicator is an indicator that changes […]