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Most sales leaders invest little time in sales coaching. But coaching is what makes the best sales leaders –and the best sales teams– stand apart. Whether you're a modern seller or a sales leader, having a great coach can make all the difference. According to Aberdeen Research, companies that provide real-time, deal-specific sales coaching increased revenue by 8.4% year-over-year – a 95% improvement over companies that don’t provide that level of coaching. Everyone needs a great coach behind them. I got my start in sales as a quota carrying sales representative for IBM. Even as a sales rookie, I could see the first- and second-line sales leader roles were among the toughest in the organization, with immense responsibility and pressure. For most sales leaders, this is a shift from the individual contributor role, where you are only responsible for your own sales territory and your own quota. No matter your...

Agility can make or break an organization. That has become crystal clear as we cope with continued disruption in business and in the world. But have you ever considered that agility is also an integral asset to us as sales professionals? Sales agility will help you remain optimistic and harness opportunity, even through uncertainty. It is what teams need from their leaders, and what your prospects and customers are looking for from you as a trusted, strategic advisor. You may have seen or heard me mention sales agility before. It’s one of the five capabilities I cover in my book, The Modern Seller. Agility is the ability to strategically and decisively pivot to grow sales and best serve your clients. Two decades ago, organizations sought out talent with skills like technical mastery, self-motivation, and confidence. Flash forward, and there has been a skills evolution. Today, adaptability/versatility and...

David Allen, one of the world’s most influential thinkers on personal productivity, has said, “You can do anything – but not everything.” If you’re a sales or business leader looking to solve big challenges, a sales consulting firm can help. Especially given the current workforce trends and the “Great Resignation,” consultants offer an effective solution to expanding the depth and breadth of your team. According to Oxford Economics Workforce 2020 Report: The Contingent Workforce, "83% of executives worldwide say they are increasingly using contingent, intermittent, or consultant employees." This article will explore four signs that your organization should hire a sales consulting firm. First, let’s look at the difference between sales training and sales consulting. Sales Training...

Recall a recent buying experience. It could be a product, or service. Something new. Or something you’ve purchased many times over. How did you make your decision? What research did you do? What was the overall customer experience like? What went well? Would you point out opportunities for improvement? Would you purchase that same product or service again? Would you potentially buy more of that same product or service, or buy different products or services from the same organization? According to Microsoft, "90% of Americans use customer service as a factor in deciding whether or not to do business with a company. (Microsoft)" We talk lot about B2C and B2B in the world of sales (via Hubspot). But in the end, we are all looking to solve specific problems and find value in the products or services we purchase. It’s likely our own prospects are undergoing a similar decision-making process that we undergo...

There are some phrases I’m hearing my clients say more often when it comes to sales success. They want to be more data driven. They want to use information and not only instinct. They want better structure. They talk often of needing stronger sales culture. The Future of Sales Needs Fresh Sales Skills A recent Harvard Business Review article, “Reengineering the Recruitment Process,” shares some eye-opening results from a recent Gartner study that should change the way organizations view their sales training strategy. It shares: “A survey of 3,500 managers found that only 29% of new hires have all of the skills required for their current roles, let alone future ones. The research finds that in key functions such as finance, IT, and sales, positions filled today will require up to 10 new skills within 18 months.” I took that to my own network with a recent LinkedIn poll. I asked their opinion on the biggest...