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Five Ways Sales Leaders Get Talent Right

Finding top talent that successfully fills a skills gap is a big challenge facing most organizations. While this issue can impact many areas within an organization, finding the right sales expertise can be particularly challenging, since sales has such a direct impact on revenue generation for the company.

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Two Skills Your Sales Reps NEED to Master: Listening and Questioning

As sales executives, it’s easy to spend all of your time focused on the number, while neglecting the process that will get you there.  But, the smartest sales leaders know that "providing the how" and developing a process for consistently coaching their reps is one of the fastest paths to meeting revenue goals.  

Two of the most overlooked essential skills are listening and questioning. While these may seem like easy skills to master, they're often the reason why many opportunities don't move forward. 

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Top Sales Leadership Skills Needed To Deliver Top Performing Salespeople

If you want a top performing sales organization, you need the consistent ability to coach and enable salespeople to success. Providing motivation is a component, but results come when your managers have a cadence that helps them minimize administrative burdens, while providing continuous and effective coaching that does one thing - delivers revenue and enables sales results. 

Your managers are a pivotal part to the success over your sales organization. Here are the top sales leadership skills they need to develop and execute. 

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4 Ways To Motivate Middle Performing Salespeople

Think about the best coaches or the best managers you’ve ever encountered. What did they do that made them great? Often, they have the ability to motivate and push you to greater success. The skill behind those traits is the ability to meet people where they are.

There are many sales organizations out there that fall into that 80/20 rule. Eighty percent of the revenue comes from 20 percent of the people. If you could improve that ratio, your sales results would improve exponentially. So how do you motivate those middle performing salespeople in a way that improves their productivity and emotionally connects them to being an A player?

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Four Essential Steps to Hiring Top Sales Talent

The hiring and development of sales talent is often the least disciplined process within sales organizations. While sales leaders and managers are focused on helping reps build pipeline and close business, recruiting and the hiring process can often take a back seat to more pressing sales activities.

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Enable Your Reps to Build More Sales Pipeline

How are you prioritizing your sales resources towards your best opportunities?

As sales leaders, it’s critically important that we focus our reps on our sweet spot, those companies and prospects where you have the best chance at selling a high-value deal. Creating a solid sales planning process for an organization involves three key areas.

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The Final Frontier for Sales Growth

Companies are running out of ways to drive growth.  They can build all the products they want, but it doesn’t mean the customers will come.  They can spend all the time and money they want building the perfect “digital customer experience”, but converting clicks into dollars isn’t always a sure thing.  Companies can find new channels, new partners, new markets, but at some point, growth is not going to come from capitalizing on external factors.