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  • +2

    Indicators of Leadership Potential

    Indicators of Leadership Potential
    In my many years of observing leaders, I have noticed a number of signs that a person has high potential for corporate leadership. A wide cognitive “bandwidth” - the capacity and inclination to see things in a broader context - is an earmark of a CEO who anticipates how changes in the external environment will affect the business or of a ...
    Rated: +2
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    To Lead Well, Speak Well

    To Lead Well, Speak Well
    Great managers can inspire, motivate and train employees, but they ultimately can't get the job done without solid verbal communication and public speaking skills. "Since most communication today occurs on a verbal level, it is critical that people learn to speak clearly and convincingly," says Lenny Laskowski, an international professional speaker and president of LJL Seminars. "Everyone needs to learn how ...
    Rated: +2
  • +3

    Leadership in a Digital World

    Leadership in a Digital World
    The typical boss of the early 1900s liked to see fear in the faces of employees. By the mid-1900s, that same boss had probably lightened up a bit on workers, focusing instead on building a power base. Fast-forward to today's corporate climate and the forced march into disgrace of some of America's most celebrated executives, who leave behind ruined companies, disillusioned ...
    Rated: +3
  • +11

    Don’t Allow ‘Busy Work’ to Interfere with Selling

    Don’t Allow ‘Busy Work’ to Interfere with Selling
    Like many salespeople and small business owners, I find staying focused during prime selling hours to be difficult. As a sales trainer, coach, and consultant, my days are filled with activities that try to pull me away from selling. Yet, like every other company, selling is the life blood of my business—its what keeps the doors open and the company healthy ...
    Rated: +11
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    Sales Leadership Lessons from the Navy Seals

    Sales Leadership Lessons from the Navy Seals
    Leadership Lessons of the Navy Seals by Jeff and Jon Cannon takes the training lessons of the military elite to the business world. In the current economic climate, this 2002 guide seems even more relevant. As businesses are forced to become more and more efficient machines with smaller workforces, they need to maximize the performance of each and every employee. And ...
    Rated: +2
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    So, Just What Are the Essential Leadership Qualities?

    So, Just What Are the Essential Leadership Qualities?
    Based on my own experience, here is my list of just six - the important six: Enthusiasm: We will all agree that enthusiasm for what one is doing is one of the first traits. No man or woman can install much enthusiasm in anyone else for something about which they themselves are not enthusiastic. Genuine enthusiasm does not mean a glib, ...
  • +11

    Redefining Sales Management’s Role is Inevitable

    Redefining Sales Management’s Role is Inevitable
    Are you a sales manager or sales executive? Are you aware that there is a radical change coming to what you do and how you do it? If your company already uses an Sales Performance Management or Sales Force Automation program you may already be feeling the beginnings of the change. If your company has a CRM program, over the coming ...
    Rated: +11
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    Your Leadership Style

    Your Leadership Style
    Leadership is about creating an environment where an act of faith can take place. Your people will follow you when you can communicate your vision, mission, and goals in a credible, trust building fashion. Faith is built upon trust, trust is built upon credibility, and credibility is an abstract thing. Depending upon the values set of the person you intend to ...
  • +7

    Team Selling Happens When You Sell the Team

    Team Selling Happens When You Sell the Team
    Edification is what they refer to it as in the direct sales industry. When selling in a team, edification or promotion of our team mates ensures that the whole team can contribute to closing the deal and servicing the client. Every team has a rainmaker, or star and they ’re often the senior sales rep, sales manager, or even the CEO. ...
    Rated: +7
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    Goals, Planning and Real Change

    Goals, Planning and Real Change
    How often have you been exhorted to set your goals down in writing? How often have you done it? How often have you immediately forgotten about them once you’ve completed the writing exercise? Most of us have experienced the frustration of setting goals only see them fade away into nothingness. We never reach them. More than likely, we never think seriously ...
    Rated: +7
  • +2

    Managing Underperformers to Sales Success

    Managing Underperformers to Sales Success
    Most sales teams are overflowing with underperformers, from those who are consistently far below quota to those who meet quota but could be performing on a much higher level to some of the top salespeople who haven’t reached their full potential but who just can’t seem to find a way to step up another notch or two. All of these underperformers ...
    Rated: +2
  • +2

    7 Ways to Sell and Retain Your Integrity

    7 Ways to Sell and Retain Your Integrity
    Making more sales while retaining your integrity - is it possible to do both? Based on e-mails I continue to receive daily, the answer is a resounding "yes." Eliminating traditional sales thinking and tactics does take effort, because the messages of the sales "gurus" you've read over the years can continue to bubble up in your mind, especially when you're in ...
    Rated: +2
  • +1

    The ABC’s of Goal Setting for Mentors

    The ABC’s of Goal Setting for Mentors
    In helping people set effective goals we need to be to answer yes to the following questions: • Is the goal S.M.A.R.T? • Does the goal inspire them? • Have you connected or aligned it with their values? h4. S.M.A.R.T Goals The S.M.A.R.T acronym for goal setting has been used for decades and it’s still one of the best formulas I ...
    Rated: +1
  • +11

    Developing Your MVP

    Developing Your MVP
    Here’s an interesting statistic. 99% of every person’s DNA is exactly the same. Only 1% of our DNA makes us different and unique. Unfortunately, stating that you have a great product, service, staff or company reinforces the similarities between you and your competition, rather than what makes you unique. Most salespeople are saying the same thing when attempting to distinguish themselves ...
    Rated: +11
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    Secrets of a Highly Motivated and Productive Sales Team

    One of the largest challenges of any sales manager is a motivated team. Managers typically inherit employees, causing challenges between the different work philosophies. Managers seek alternatives to the morale and productivity challenges only to find little assistance. Research suggests differently especially in present economic tumult. After five years of exhaustive research, Stevens Consulting Group provides some methods to these challenges. ...
    Rated: +1
  • +6

    Stop Trying to Be Perfect

    Stop Trying to Be Perfect
    When I provide speech coaching for executives and when I direct Presentation Skills seminars for corporations, one of the first points I make is this: Trying to be perfect will ruin your presentation. Why? h4. First: People want to deal with human beings, not flawless robots. To illustrate: When you hear a speaker who is oh-so-precise with enunciation, so programmed with ...
    Rated: +6
  • +1

    The 4 Secrets of Leadership

    The 4 Secrets of Leadership
    Can you name the one or two best sales managers, or business owners you ever worked for? If so, how did they make you feel? What qualities or traits did they have in common, or which ones do you most try to emulate in your own company? I work with a lot of business owners and managers, and I can tell ...
    Rated: +1
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    10 Best and Worst Bosses: Which One Are You?

    We’ve all had bosses that we’ve either loved or hated. The boss who helped you get that promotion, or the one who clipped his toenails at his desk. Some help us advance our career, while others seem to hold us back. Different leadership styles can lead to different results for each employee. But certain styles seem to be good or ...
    Rated: +1
  • +10

    The Second Dimension of Screening Sales Talent

    The Second Dimension of Screening Sales Talent
    Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship. My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes ...
    Rated: +10
  • +7

    Top Ten Steps To Effective Delegation

    Top Ten Steps To Effective Delegation
    Executives and managers are often left feeling frustrated when their staff doesn't perform a task the way they expected. This can be eliminated by sharpening your communication and filling in the gaps that are often left open for interpretation. Here are some guidelines. Step 1. Know what the task is. Step 2. Have the end result/desired outcome you want to produce ...
    Rated: +7