No matter what you call it — “the new normal” or “the next normal”— the COVID-19 pandemic has caused dramatic shifts in the B2B sales landscape, and many organizations are struggling to adapt. While some teams have moved beyond the constant firefighting that marked the early days of the crisis, many organizations and the industries…
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…
Having been a frontline sales manager at Gartner years ago, this article is written to all of those currently in the role and hopefully reflects the sentiment and experience from all 2nd, 3rd, and beyond-line managers. Let me get right to the point, while most frontline sales managers may academically know the difference between…
Fundamental #5 – Align and Contribute to Company Goals, is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager, offering depth around what each means to me. Catch up on posts 1, 2, 3 and 4. A…