Sales leadership Archives • Page 2 of 4 • salesessentials.com

man and woman in conversation in office environment

Sales Coaching, at the core of sales success

By Salesessentials Support / 09/04/2019 / Blog, Sales leadership / 5 minutes of reading

In recent years, sales leadership coaching has continuously grown in acceptance by the managers involved in this task, as well as in its meaningful incorporation into the overall sales architecture of sales organisations. It has shifted from being an additional Learning & Development opportunity to becoming a central and critical part of the overall evolution modern sales operations are going through. When sales management coaching first received broader recognition some […]

Sales Coaching, at the core of sales success Read More »

The 5 Dimensions for Sales Alignment, Harmony & Success

By Salesessentials Support / 05/02/2019 / Blog, Sales leadership, Sales tips / 3 minutes of reading

Leading a sales team and operation is like bringing together an orchestra where there is a fine line between success and failure, being harmonious or out of tune. As sales professionals, we can often find ourselves either ‘firing on all cylinders’, ‘kicking goals’ and ‘getting the job done’ or feeling ‘not quite right’, ‘out of sorts’, or ‘off our game’ and often not really sure as to why. Putting our

The 5 Dimensions for Sales Alignment, Harmony & Success Read More »

4 Questions to Test if your Sales & Prospecting Tactics are Ethical

By Salesessentials Support / 29/01/2019 / Blog, Ethics and Values, Online Training, Sales leadership, Sales Strategy / 4 minutes of reading

Do other people stand to gain from your sales tactics and actions? Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem? Do your sales tactics and actions move you and your customer closer to your respective short- and long-term goals? Would most people approve of how you prospect for new business and sell? If each of us can honestly answer “yes”

4 Questions to Test if your Sales & Prospecting Tactics are Ethical Read More »

Is your organisation your worst ‘Sales Blocker’?

By Astrid Silberman / 04/12/2018 / Blog, Sales leadership, Sales tips / 4 minutes of reading

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on. The accusatory finger always seems to be pointing at the salespeople. This is sometimes fair; however, there are many reasons why salespeople are prevented from carrying out their sales duties effectively. Let’s explore these blockers to better

Is your organisation your worst ‘Sales Blocker’? Read More »

Is your sales team sinking or swimming?

By Astrid Silberman / 27/11/2018 / Blog, Online Training, Sales leadership, Sales Training / 3 minutes of reading

If your organisation is like most companies, some effort is usually invested in product training but not usually in ‘how we sell around here’. Selling is an unusual profession in that selling is ubiquitous – present everywhere; essential for businesses to succeed – yet poorly understood especially when it comes to effectively transferring skills, knowledge and capability to others. Most salespeople will tell you they learn selling by default, not

Is your sales team sinking or swimming? Read More »

Sales Leadership – the power of preparedness, curiosity and courage

By Astrid Silberman / 20/11/2018 / Blog, Ethics and Values, Sales leadership / 4 minutes of reading

The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader. It’s not necessarily a completely different set of qualities, but a change in their order of relevance for navigating a changing, ‘fluxy’ kind of world. So, what are the essential characteristics and qualities of effective business and sales leaders and what business executives can

Sales Leadership – the power of preparedness, curiosity and courage Read More »

We all want better sales performance, but what works best?

By Astrid Silberman / 02/10/2018 / Blog, Sales leadership, Sales Training, Uncategorized / 6 minutes of reading

Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly. Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term. We’ve outlined three different approaches organisations take to improve sales performance and their impact. Annual sales training session/conference – 1

We all want better sales performance, but what works best? Read More »

What are the biggest sales issues & opportunities for CEOs & Sales Leaders?

By Astrid Silberman / 11/09/2018 / Blog, Sales leadership, Sales Strategy / 3 minutes of reading

Research done by our parent company, Barrett, on Sales Strategy and Operations shows several emerging trends across businesses in the public, private and Not for Profit sectors. Here are some of the findings: The biggest sales issues facing CEOs & Sales Leaders today: No clarity, communication or consistency: regardless of industry, every business lacked clarity of purpose, strategy and roles; had very inconsistent or poor communication practices; and no consistency

What are the biggest sales issues & opportunities for CEOs & Sales Leaders? Read More »

Promoting the best salesperson to a sales manager role might not be a good idea.

By Astrid Silberman / 04/09/2018 / Blog, Sales leadership / 4 minutes of reading

Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity to fulfil that role in a competent manner? Chances are your answer is ‘yes’. This is a common occurrence in many organisations where people are continually promoted until they are no longer effective in their roles – basically they rise

Promoting the best salesperson to a sales manager role might not be a good idea. Read More »

Ditch short-termism for robust sales strategies

By Astrid Silberman / 14/08/2018 / Blog, Sales leadership, Sales Strategy / 3 minutes of reading

‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is usually attributed to the master strategist and politician, Winston Churchill. Sadly, in today’s busy, noisy and complex world, this quote represents a common state of affairs for many organisations’ CEOs, Executive Leaderships Teams, Sales Leaders and their sales teams who are struggling to make sales, retain their relevance with clients, and generate profit.

Ditch short-termism for robust sales strategies Read More »