Enablement & Operations

If you’re a sales manager or CEO, send this to the entire sales team and put them on notice - stop screwing around with your success; be the professional you’re paid to be.

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.

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.

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.

The Holy Grail of sales enablement is the seamless integration of the right methodology, efficient sales process, all enabled by Social Selling and CRM technology.

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.

Many businesses, large and small, still find it very difficult to recruit effective sales people. Whether you go direct to market or use a recruiter, you hold the key and need to own the sales recruitment process.

When salespeople are not producing results and what can be done to fix it.

There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it’s often easier to point to how you get things wrong than it is to elucidate what makes one effective. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid.

In any business, leaders are looking for the difference that makes the difference. Why are some individuals and some organisations unbelievably successful, as if, everything they touch turns to gold, compared to others in the same industry, where nothing seems to work?