Sales Team Evaluation

Next-Level Sales Success: Why You Absolutely MUST Assess and Evaluate Your Sales Team Regularly

When thinking about how to gauge sales rep performance and sales team success, the first thing that comes to mind might be measuring results for meeting quotas, hitting sales and revenue targets, improving conversion percentages, etc. Certainly, performance metrics are important. They provide baselines, benchmarks, and key data for process improvement. Unfortunately, most sales organizations…

Sales rep shaking hands, accepting a sales manager position

Risky Business: Why a Great Sales Rep Might Not Be a Great Sales Manager

When your organization needs to fill a sales leadership role such as the sales manager position, it’s tempting to look first to your current sales team members. After all, promoting your top sales rep would send a great message to your sales organization, right? Work hard and become a consistent top producer and you —…

Sales Team Meeting

Inbound vs. Outbound Sales: Knowing the Difference Will Greatly Improve Your Success!

Differentiating between inbound sales and outbound sales is integral for coaching a sales team to perform to its highest potential. So why do most salespeople want to automatically pitch their products or services to a sales prospect on the first call? While studies have shown that more than 50% of inbound prospects welcome a demonstration…

Sales Process Meeting

From Pipeline to Bottom Line: How to Boost Your Sales Team Effectiveness

It might seem the only necessary indicator of sales success is the bottom line. If your sales team is contributing to healthy profits, it’s all good, right? Well, not necessarily. The sales process has many stages – from building the pipeline, to nurturing prospects, to closing deals and managing customer relationships. Along the way, there…

Sales Leader Talking to the Sales Team

Prepared to Lead Your Sales Team This Year? Here’s How to Make Sure!

If you want to know how to be a successful sales manager, you might first think about your experience and track record in sales. After all, if you’ve succeeded in sales, you’re all set to succeed leading your sales team, right? Well, it’s probably not that simple. Why Sales Team Leadership Matters Why is sales…

Woman Sales Leader Running a Meeting

Top Five Areas Where Effective Sales Leaders Excel

Superior sales leadership is the driving force behind superior sales results. But what drives the efforts of superior sales leaders? If you ask the Certified Sales Leader facilitators of Sales Xceleration, these are the five key areas essential to leading sales performance and success: Foundations for Sales Success Effective sales leaders might keep their eyes…

King penguin in group of chicks

Hiring Sales Reps: 3 Tips for Better, Faster & More Profitable Sales Hires

What’s your approach when hiring sales reps?

Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product.

There are drawbacks, though.

While you can teach people about your product, you can’t teach them how to sell.

Businessman leading a sales training session

How Effective Sales Leadership Training Delivers Results

How Effective Sales Leadership Training Delivers Results

A significant number of newly appointed sales managers find themselves lacking a major tool when assuming the role: sales leadership training. According to our Sales Agility Assessment, 94% of companies do very little sales training. Beyond that, more than half of small and midsize businesses don’t engage their salespeople in leadership training of any kind.

A sales cycle for a salesperson is predicated on cultivating and nurturing relationships, which are strengths any sales manager should possess. That time pounding the pavement and following up on leads, however, doesn’t provide new sales managers with the leadership tools they need to be effective.

Business man jumping from one cliff to another

Is this the Year to Take the Leap of Faith?

Every four years the calendar provides the gift of an extra day. Call it Leap Day. But what if every day had the potential to feel like a gift? It can. Any day in any year can be a gift like Leap Day if it means you are taking a leap of faith by putting yourself on the path toward a brighter future. For many seasoned sales executives and sales leaders, that path leads to sales management consulting. And their leap of faith is really just a transition to their next chapter of professional fulfillment.

Sales trainer giving sales managers sales leadership training

Why (and How) It Pays to Become a Certified Sales Leader

Sales leadership training is clearly important to effective sales leadership; but is it just as important to earn sales leadership training certification? Are there real benefits (and real return on investment) from sales leadership certification programs? And are there risks associated with neglecting sales leadership accreditation? From my perspective, the answers are yes, yes, and yes! Read on to see why – and to learn what you should demand from a sales leadership certification program: