Management & Leadership

Sales has traditionally been an intuition-driven profession. Today, adopting that approach is a major competitive disadvantage.

Many salespeople focus on behavior that is comfortable … and shun behavior that creates discomfort, even though it may drive higher performance.

You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue.

Mike Montague interviews Cal Thomas on How to Succeed at Hiring in a Tight Labor Market.

Here’s a big question for sales leaders: How do you transfer the level of success that one team in your organization is delivering…so that everyone else on the sales side can find a way to deliver at the same level?

Sales leaders often tell us that they want salespeople to take a more proactive role. Fortunately, there is a simple fix for turning this dynamic around.

Over a period of 72 hours, the Sandler Research Center queried a subset of past survey participants from the United States.

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”

A big part of the sales leader’s job is to determine the measurable behaviors that will lead to success for a given salesperson, and to evaluate the numbers that connect to those behaviors.

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries.