Enablement & Operations

For many years the legend of the Alpha Hyper Masculine ‘sales superstar’ has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the league ladder sales results, yet feared by many for their manipulative, ego centric and intimidating antics.

Practice cannot be simply repetition or rehearsing with obvious errors. It needs to be deliberate, guided by a coach or mentor, corrected where necessary.

LinkedIn’s “State of Sales 2021: US & Canada Edition” dives into the changes that are challenging the world of sales. Based on survey data of more than 400 buyers and 400 sellers, analysis of LinkedIn platform data, and interviews with dozens of sales leaders.

There are hundreds books on sales and business, all of which have some value, even if we don't recognise it right away. Here is a selection which are core to development and can alter sales results.

In 2013, hundreds of thousands of people lost their livelihoods and with that went over 125 years of history – most of which was defined by amazing innovations and many memorable ‘Kodak moments’ for people and families all over the world. What a waste of opportunity, talent and fortune.

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Success is a partnership and all the elements need to be in place for a team to be effective. Synergy is amazingly powerful stuff when everything comes together.

Systems and processes, analytics, technology and automation are all key components of sales success, but behind all of those tools someone needs to drive them.

The ‘War For Talent’ is raging and we’re the combatants trying to defend our turf. Getting creative and human with your recruitment ad’ campaign is ‘mission-critical’ in 2020.

Running sales meetings is a core activity of every sales manager. Yet, based on these results, I say the vast majority of sales managers should immediately stop running them. Not only are they not adding value to their team, but they are also actively DEMOTIVATING them.

Engineers, technicians, mathematicians and scientists are better equipped for new business models, new markets and new sources of economic growth.