The quality of the sales organization is directly associated to the quality of sales management. Jason Cortel helps simplify sales management and leadership using lessons from the front lines.
Identify problems plaguing many sales organizations and avoid the costly mistakes made by even the most seasoned sales management leaders. To accelerate sales and retain talent sales organizations need to improve their sales management.
These proven sales management and sales leadership strategies will help you make a stronger impact on results, improve morale and retain great talent.
Learn the latest sales management tips, tactics, and strategies. Simplified.
Managing a team of sales development reps can be a bit of black hole. Most often managers of SDRs focus on outcomes and driving more appointments. While on the surface this sounds right, the impact is minimal and often creates … Read more
The number one thing that makes a successful salesperson is unequivocally coachability. Salespeople who can take feedback and are open to a different way to do it, get better. They transform into a successful A-Player Sales Person. Coachable salespeople don’t … Read more
A solid sales process and flawless execution is an important component to be successful in B2B complex sales. Unfortunately, the sales process alone won’t translate to success. The B2B buyer’s journey has, and continues to, evolve. Sales have become more … Read more
The old adage 80 percent of your performance comes from 20 percent of your reps has never been truer. The economy caused a lot of non-sales people to enter the sales profession. Despite our best hiring practices we have let … Read more
Sales leadership can easily be tricked into thinking things like culture, coaching and training don’t matter. The reason they are so easily deceived is that in the absence of those things, or worse, poor execution of those things, sales teams … Read more
Every sales leader and CEO of an organization is always looking for ways to improve their sales numbers. They try to identify why a high-performer is having success and then attempt to replicate those competencies throughout the rest of the team. Sometimes a high-performer is … Read more
n sales, especially with the current economy, the likelihood of your sales leaders moving up or being moved out is high. That vacancy could provide you with a real opportunity for a promotion. Do you have what it takes? Are you … Read more
Fear is a natural reaction to risks associated with the unknown. Business leaders are faced with the unknown quite often. Some allow their fear to drive them to the dark corner of leading by fear. Better leaders lead by activating encouragement when … Read more
Hiring and training your sales organization is a huge investment. Sales leaders want to make sure they achieve the highest ROI on their hiring and training initiatives. At the same time a high number of hires end up failing and … Read more
As the year winds down salespeople are focused on meeting or exceed their year-end quotas. Sales leadership is planning 2015 goals and strategies. Here are some sales strategies you need to consider as you build out your 2015 plan. A … Read more
The market for gaining a prospects attention is saturated. Prospects receive dozens of calls and emails throughout the day. You won the battle of securing an appointment to present your offerings to someone. Don’t blow it with these common ways to … Read more
Customers, guests, clients no matter what you call them don’t tell them you value them. When you tell customers they are valued, you almost certainly will do or say things that indicate you do not. How often have you heard, we will have … Read more