It starts with the long list of the things that need to get done, making sure that everything unnecessary stays off the list. What remains is still way more than there is time in a day.
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In a conversation with a founder, he shared that in preparation for his start-up he read books and watched every podcast of a certain sales guru; and now he was ready to sell.
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One-dimensional solutions are rarely enough to create permanent improvements in salesforce effectiveness. A salesforce is complex, with many moving parts and interdependencies. Achieving sales force excellence typically requires improving upon a mixture of several items.
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An interim sales leader does not have roots in the company. How can they possibly be successful? The team knows that they will not be around for long, so individuals may choose not to work with them. They may also not have sufficient time to get to know each individual, earn their trust and respect, demonstrate their capabilities to help. How can they become a true leader?
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Gig executives help companies address skills gaps, pilot new initiatives, conserve limited resources, and tackle critical priorities! They are the perfect alternative to traditional recruiting, consulting, training, or – worst – doing nothing and hoping for the best.
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When hiring for sales positions, I rarely paid attention to formal education, the school attended or degree obtained, or even the name dropping of sales trainings. I was looking for relevant experience and soft skills, defined as desirable qualities that do not depend on acquired knowledge.
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It is the sales team that is responsible for every dollar of revenue, all the growth the business aims for, and in many cases relies on to survive. With that in mind, the sales leader should be sitting next to the CEO, Founder, or Owner, and be the second most important person in the organization.
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Someone recently asked me for tools to use to create healthy competition among their team. I had to immediately think of the joy of comparing scores, the unexpected winners, the bragging rights, the prizes that stuck with people for years, and the stories we were able to tell as a result.
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Lack of attention and respect towards internal customers was leading to poor customer service, missing parts in deliveries, and an overall inability to achieve the desired double-digit sales growth. Only after addressing those internal issues did the company regain reputation and growth externally.
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Sales Leaders (and for that matter anyone in Sales) know the acronym “ABC” is the infamous motivational phrase “Always Be Closing” made popular by Alec Baldwin. Today’s Sales Leaders need to know another acronym called “CRM”, or Customer Relationship Management.
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