Agility has always been a key component of a successful sales strategy, and the current upheavals are only accelerating the rate of change for many sales organizations. In a time when buyer journeys are increasingly fragmented, face-to-face meetings are no longer an option, and business planning remains uncertain, teams have made the leap to digital…
With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. But in this environment, it can be difficult to act proactively. With states and cities reopening at different rates and cases rising in some…
I’m providing depth and insight to each of Gartner’s four manager profiles. Start here to learn why this research suggests an evolution in our approach to employee development. The last manager profile I’m covering has been mentioned throughout our dialogue in this series. In fact, if you’re familiar with our product or resources, you already…
I’m providing depth and insight to each of Gartner’s four manager profiles. Start here to learn why this research suggests an evolution in our approach to employee development. Who is the Cheerleader Manager? Alongside the Teacher Manager in the middle of the pack stands the Cheerleader Manager. On its face, the Cheerleader Manager is…
I’m providing depth and insight to each of Gartner’s four manager profiles. Start here to learn why this research suggests an evolution in our approach to employee development. Who is the Teacher Manager? Teacher and Cheerleader Managers stand in the middle of the profile pack, making up half of managers today. These manager types…
I’m providing depth and insight to each of Gartner’s four manager profiles. Start here to learn why this research suggests an evolution in our approach to employee development. I’d like to start with the manager who causes the most strain on the individual seller and the team and actually degrades seller performance by 8%, on…
New realities have brought new urgency to seller skill development, and increasingly, it all comes down to managers. Recent research by Gartner suggests that an evolution in the way we see the frontline sales manager role is in order. Gartner identified four manager profiles, or ways in which managers approach employee development. Gartner’s Four Sales…
“Characterize people by their actions and you’ll never be fooled by their words.” If the sales process is WHAT to do, a sales methodology is HOW to do it. And in today’s modern sales organization, this investment is no longer nice to have, rather it is table stakes. You may choose to work with a…
“There are two reasons you can fire a CEO. Firstly, you can fire a CEO because they’ve done something really naughty and they’ve been caught. The only other reason you fire a CEO is they didn’t meet the forecast.” – Neil Rackham, SPIN Selling And so CRM software was born in the early 90s—the first…
Improve the results of your sales readiness initiative with these critical reinforcement elements Let’s begin with a quick talk about what sales readiness means. Sales readiness requires more than just training. It means that you have assessed and certified that your sales team has developed mastery of the new messaging, product or solution, geography, or…