Woman Sales Leader Forming a Plan

The Success Formula for Your Next Chapter as a Sales Leadership Professional

Wouldn’t it have been nice if you could have had a success formula to guide you throughout your sales career? One that would have helped you make all the right moves and avoid the inevitable pitfalls and missteps? Maybe, but then again, those pitfalls and missteps were probably essential to your professional development as a…

IndyCar Racing on Track

How Your Sales Leadership Track Record Can Help You Set New Track Records as a Consultant

How Your Sales Leadership Track Record Can Help You Set New Track Records as a Consultant
If you’ve ever followed qualifications for the Indianapolis 500, you know that IndyCar drivers try not only to “make the race” but also to “set the pace” and win the pole position for race day. You know that they typically make dozens of practice runs in the days and weeks leading up to qualifications, taking lap times and making small adjustments, fine-tuning their machine in search of excellence and that all-important goal: being the best when it counts – during qualifications and during the race.
And, if you’ve followed the history of qualifications for the Indy 500, you probably know about legendary broadcaster and Indianapolis Motor Speedway track announcer Tom Carnegie. In his six decades as the “Voice of the Speedway,” Carnegie became famous for two signature phrases: “Heeeeee’s on it!” and “It’s a new track record!” What do these phrases have to do with sales leadership consulting? Read on:

Business consultant conversation

Post-Pandemic Sales Consulting Opportunities are Here and Now (and Here to Stay)

Post-Pandemic Sales Consulting Opportunities are Here and Now (and Here to Stay)

You’ve probably heard the motivational saying, “When the going gets tough, the tough get going.” Often attributed to football coaches in the early 1950s, it has entered the American lexicon not only as a pep talk in sports but in business, too. During the COVID-19 global pandemic, the going is most certainly tough. Beyond the critical health crisis, economic hardship is also widespread.
But if there’s one thing we’ve learned at Sales Xceleration, it’s this: Opportunity is always present – if you know where to look and take the steps necessary to pursue it. That’s what we are seeing as the pandemic plays out; and it’s a situation we believe will continue to exist in the “new normal” of the post-pandemic sales environment.
So, just what is this opportunity? And what is it about tough economic conditions that makes it so appealing?

Lemons

The Resilient Entrepreneur: When Life Hands You Lemons, Open a Lemonade Stand

The Resilient Entrepreneur: When Life Hands You Lemons, Open a Lemonade Stand

In tough economic times, when life hands you lemons, the pessimist makes a sour face. The optimist makes lemonade. The entrepreneur goes a step farther and opens a lemonade stand. And the entrepreneur who is also a sales leadership consultant uses that stand to help others make more sales. Simplistic? Perhaps, but I think it draws an important distinction between personality types – and highlights the opportunity that awaits those who are entrepreneurs at heart, even in tough economic times. Here’s what I mean:

Sales leader walking through a crowded street

Why I Left a Successful Career in Sales Leadership

Anyone who has spent time in sales knows how challenging it can be. Few other careers publicly monitor your progress so closely — your value and worth are only calculated in dollar signs. That sort of scrutiny can wear anybody down, and it’s one of the many reasons why I stepped away from a successful corporate career in the field.

Woman Sales Leader Leading a Team Meeting

Why Sales Leadership Consultants Often Thrive During Hard Economic Times

Why Sales Leadership Consultants Often Thrive During Hard Economic Times

Sales are essential to the survival of virtually any business. Never is this truer than during an economic downturn. And when hard times hit quickly and unexpectedly, cash flow gets disrupted, revenue projections turn bleak, and business owners often become desperate for answers. That’s when owners of small to mid-sized businesses often turn to sales leadership consultants – and that’s also when these respected, trusted, and valued sales management consulting resources find themselves in higher demand than normal.

Why do sales leadership consultants often succeed during a period of economic crisis? Here are just a few critical reasons:

Satisfied Happy Businessman

You CAN Make Your Professional Dreams Come True (If You Have These Five Fundamentals)

You CAN Make Your Professional Dreams Come True (If You Have These Five Fundamentals)

No matter your age and no matter how much success you’ve enjoyed in your professional sales career, you can still reach higher, achieve more, and help others do the same. For many career sales managers and sales executives, success at the upper levels of the corporate world may seem like the highest rung on the ladder. For others, however, reaching the level of VP of Sales eventually seems like a hollow achievement. Why? Because many of us reach a point where we want to work with a sense of purpose and the knowledge that we are making a more significant difference within the organizations we serve. With a fast-growing network of sales leadership consultants nationwide and in international markets, we’ve seen how that purpose-filled professional dream can come true. All it takes are five fundamentals. Do you have these five essentials for success as a sales leadership consultant?

Sales Candidate Interview

Improving Sales Success Starts with Your Sales Executive Hiring Process

Improving Sales Success Starts with Your Sales Executive Hiring Process
Do you have a revolving door of sales executives? Are your sales reps behind plan? Employee retention and immediate performance are among the top concerns that hiring managers may have about new sales hires. But by making a few simple changes to your hiring and onboarding processes, you can greatly improve your team’s overall success in these areas.

Man Working From Home

Home is Where the Heart Is (and Where the Consulting Clients Are)

Home is Where the Heart Is (and Where the Consulting Clients Are)

Home. More than merely a house, home is a state of mind. For many of us, it’s a place to relax, to be ourselves, to kick back and spend precious time with the ones we love. It’s a magnet that draws us back to our longing. It’s a haven.

Home is family. Friends. Community.

And if you look closely enough in the area where you live, home can also be where you’ll find an abundance of customers in an underserved market. It’s where your business as a sales leadership consultant can take root and grow to new heights – without having to board a plane or spend several nights each week in hotels.

Yes, as Dorothy said in The Wizard of Oz, “There’s no place like home.”

Woman Sales Leadership Consultant Leading a Team

Why Small to Mid-Sized Businesses Need Sales Leadership Consultants in a Crisis

What Is a Sales Leadership Consultant, Why Are They Needed (and Why Should You Be One)?

If there’s one thing that’s become clear after several years working with small to mid-sized business clients, it’s this: they truly need and benefit from the sales leadership that fractional sales leadership consultants provide. This fact, of course, raises three questions: 1) Just what is a sales leadership consultant? 2) Why are sales leadership consultants so important to smaller businesses? and 3) Why should an experienced sales leader consider a career in sales leadership consulting?

Let’s answer these essential questions one by one: