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Five Ways to Ensure Sales and Marketing Are Aligned

What can leaders do to ensure that sales and marketing teams are on the same page and pursuing the same business goals? Here are five strategies the most successful company leaders implement on a consistent basis.

Prepping Your Team for Change in 2019

January is coming. As a leader, this may mean the implementation of strategically necessary change initiatives that affect the sales team in 2019, such as the restructuring of territories or the revision of the team comp plan.

how to manage the goal-setting process within a team

With January rapidly approaching, many sales leaders have started thinking about the team goals they will be setting for 2019. Team goals are important, of course …  but it’s essential to bear in mind that they are, by definition, the sum total of individual goals, and the individuals on your sales team are motivated by different things. Here are three critical steps sales leaders can take to support their team members’ personal goal-setting process in the coming year.

Laying the Foundation for a Great 2019

As the end of the year is approaching, sales professionals in every industry are eager to lay a solid foundation for success in 2019. One of the most common business-related New Year’s resolutions among managers is this one: “I will hold more one-on-one coaching sessions with the members of my team this year.” It’s fine as far as it goes … but is it enough?

How to Provide Constructive Feedback for All Performance Levels

With Q4 upon us, it makes sense to start thinking carefully about what has worked – and what could be improved – in your prospecting plan this year. Here are three ideas to consider that have helped salespeople we’ve worked with to create better “cookbooks” (daily and weekly action plans) for effective prospecting. You may want to consider adopting all three of them as this year closes … and as the next year approaches.

Am I on Track?

As we enter Q4, sales professionals in all industries are likely pondering the same question: Am I on track? If the answer, based on the best available hard numbers and the most objective real-world assessment, is “no,” then it’s likely that another question is looming in the shadows behind the first one: How do I get back on track?

How to Provide Constructive Feedback for All Performance Levels

Most managers we talk to say they are only interested in giving their employees “constructive feedback.” But what's the difference between constructive and non-constructive (negative) feedback in the workplace?

Decision Making as a Leader: How to Guide Your Team to Success

One of the most powerful strategies leaders can use to support their own effective decision-making is also one of the simplest: Build trusted members of your team, people who think differently than you do, into your decision-making process.

Four Ways to Set Yourself Up for a Productive Last Quarter

As we approach Q4, it’s important to identify the strategies that will help us to make sure we are on track to hit or exceed our sales goals by the end of the year. With that goal in mind, consider the following four steps, which can help you set yourself up for a great fourth quarter.

management

Many managers ask us for help in identifying the best way for them to support their new hires, so these employees can more rapidly reach the point where they become productive team members. The four strategies listed below will help you to do a better job of training and coaching new employees with little or no experience in the role – so they can make bigger contributions more quickly.