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Management & Leadership

Sales leaders are those who fulfill all the responsibilities of the job--supervision, training, mentoring, and coaching salespeople--while simultaneously interfacing with the rest of the organization in such a way as to support the achievement of the sales team's objectives.

What are the best practices for predictably scaling a sales team’s revenue? Here are six ideas that we share with sales leaders, each of which is built on the foundation of personal SMART goals.

The world has changed in countless ways since early 2020, and that means sales coaching has to adapt. How do you maintain a strong coaching regimen with salespeople who are spending some or all of their working day out of the office?

There are a number of things that we can do to make sure that our Customer Relationship Management (CRM) tool is a great, salesperson-friendly resource, one that’s embraced by everyone on our team… as opposed to something that people dread using. Here are five simple tips that can help sales leaders in virtually any industry make that transition a reality.

Many sales leaders have a skill gap when it comes to coaching members of the sales team. Bridging that gap requires addressing a critical question.

Today I want to focus on what I believe to be the five most important skills a sales leader can develop over time to be successful in their role.

Mike Montague interviews Matt Munson on How to Succeed at Doing a Pre-Mortem. Matt is the CEO of Sanity Labs.

Mike Montague interviews Lee Kester on How to Succeed at Recruiting and Hiring Great Salespeople. Lee is the President and CEO of the Kester Search Group.

Onboarding sales talent has never been more important, given the tightness of the current labor market. Yet the most effective, proven best practices for shortening the runway to success for new hires remain largely unknown and unimplemented.

Mike Montague interviews Cal Thomas on How to Succeed at Retaining Top Performers.

 

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