To create a motivating work environment, successful sales management leaders encourage their team to meet quotas and achieve targets. Setting and achieving goals while staying motivated is most effective when everyone – leaders and team members – can connect their career goals to their dreams. And is a key aspect of sales training.  This first […]

  Many management leaders in a wide range of industries have worked up through the ranks, often beginning as entry-level rookies. These leaders often achieved success in their fields and industries because of the career enhancement tactics that they followed on their way up the ladder. This Lesson in Leadership gives sales managers 10 career […]

More times than not these days, when a salesperson meets a customer for the first time, the customer appears to have preconceived ideas about the salesperson long before they ever get to really know them. And … they are not normally good perceptions. Have you ever wondered why this sometimes occurs when you meet new […]

As a sales manager developing an elite sales team, you must convert vision to tangible goals, align objectives with longer term corporate strategy, and identify the processes and resources required to accelerate initiatives. One of the most effective tools for accomplishing these actions is the tactical map, which can be used by individuals or for […]

Effective sales management leaders use behavior plus activities to get results. To use standards that produce results, the standards must be written, well-communicated, completely understood, and equally applied. Every sales manager has the perfect tool for these standards at their finger-tips. These tools are position descriptions. This Lesson in Leadership communicates the importance of position […]

Top sales management leaders set clear goals, standards, and measurements for the members of their sales team. One goal of performance coaching is to build MVP, or most valuable player, employees. Using MVP behaviors along with position descriptions, sales managers are able to produce results and improve team cooperation. This next Lesson in Leadership shows […]

The Typical Sales Manager’s Career Path Usually Lacks Sales Management Training. One of the most common contributors to poor sales management leadership is the way that many sales managers end up in positions of leadership. Most sales managers have been called up out of the ranks of selling or promoted from some other business discipline […]

This Lesson in Leadership addresses leveraging people for career success. Sales managers experience success when members of their sales team experience both team and career success. Managers and sales professionals can collaborate to leverage each others’ strengths and create success together. This Lesson in Leadership discusses how teamwork can lead to departmental and/or individual career […]

Coaching is the ability to consistently demonstrate leadership competencies that accelerate individual and team development. Mutual Commitments are a powerful developmental tool. As a sales coach or manager, you can use mutual commitments to develop employee focus and commitment. This Lesson in Leadership demonstrates how to use Mutual Commitments to help your team members focus […]

As a sales management leader, you know that effective communication accelerates job satisfaction, career growth, employee loyalty, and commitment to excellence by creating a culture that fosters greatness. One way to develop an elite high-performing sales team is to encourage self-improvement. This next Lesson in Leadership focuses on encouraging self-improvement by providing four self-improvement steps. […]