Categories: Front-line Managers | Sales Leadership | Sales Productivity
How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.
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Categories: Sales Leadership | Sales Training Initiative | Sales Transformation
You know what's working within your sales organization. And, perhaps more importantly, you know what isn't. Many of the sales leaders we speak to know exactly what needs to be fixed in their organizations. Things like:
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Categories: Sales Leadership | Sales Productivity
Are we wired naturally to be elite? Regardless of your title, role, occupation, the opportunity to be elite is sitting right in front of us. Salespeople, leaders and organizations strive to drive higher win rates, larger deals and better margins. Investors, shareholders and executives aspire to build high-performing sales teams, capable of maximizing market opportunities. They are not looking for okay, average or even good. They are looking for awesome, exceptional and elite.
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Categories: Company Alignment | Sales Conversation | Sales Leadership | Sales Productivity
Hear from Joe Marcin, former SVP of Global Sales at ClickSoftware. Click is a leader in field service management solutions, arming service leaders with real-time recommendations and operational intelligence. ClickSoftware was purchased by Salesforce for $1.35 billion. Joe is an experienced sales leader who has a breadth of experience selling complex software solutions globally. Force Management has worked with ClickSoftware to improve its sales productivity.
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Categories: Sales Leadership
If you are a new VP of sales or head of a sales organization, you are more than ready to start driving results for your sales organization. Your execution plan depends on the current state of your organization. Perhaps you need to hire more reps or build an enterprise sales team. Or maybe, there’s been flat-line growth for the past two years and you’ve been brought in to fix it. The big question is where do you start? We've outlined six key focus areas below. This isn't an exhaustive list, but should get you going in the right direction.
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Categories: Company Alignment | Sales Leadership
Who doesn’t want to lead an elite sales organization? Leading an elite sales organization starts with building the content, processes and tools that drive the quadrants of sales effectiveness – message, sale, plan and talent. Beyond those areas are key tenets that top sales leaders follow. Their adherence to these fundamentals result in higher performance, increased productivity, revenue and market share.
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