Head Of Sales

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.

Determine what type of salesperson and/or approach you need first. The higher the complexity of what you are selling, the more skilful and knowledgeable your salespeople will need to be when it comes to customer engagement.

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.

We all know that panic buying 108 rolls of toilet paper is a dumb thing to do. Yet, this is precisely what many people are doing; people who are otherwise typically quite sane and intelligent.

Head Of Sales is proud to have the brightest minds in the industry as our editorial contributors and industry mentors. They are experts in their fields and provide guidance, motivation and inspiration across and wide range of subject matter relating to the sales profession. We encourage you to connect with them directly via LinkedIn or via other means of communication which is outlined in their profiles.

Empathy is an incredibly valuable trait not only to close more sales, but to bring a greater degree of human connection into business and elevate the perception of the sales profession. If empathetic-selling does become more pervasive in business dealings, perhaps we can begin to change people’s long-standing perceptions of salespeople.

A good sales manager creates an environment conducive to an accurate sales forecast. They foster a culture of trust and honesty within the team, provide advice and support, whilst ensuring each member of the sales team is held accountable for their own forecast accuracy.

You are a rare and highly valuable commodity, exceedingly important to the success of any business. But be careful! The way the sales industry works is subject to change. Today’s sales hero could easily become tomorrow's sales zero.

In B2B Sales, you should sell the benefits that your product or service delivers, not the product or service itself. Consider selling the benefits of the benefits.

Sales success can be 100% predictable, and not hit and miss. As a sales leader, your responsibility is to encourage your team to continuously plant seeds daily and then ensure that they water and nurture them.