Lessons in Leadership: Creating Change

Lessons in Leadership Creating ChangeSales managers in the middle of organizational or industry transitions are responsible for effectively guiding their teams during times of change. Since these types of changes are occurring more frequently in the current business environment, the pressure on sales managers has increased.

This Lesson in Leadership examines obstacles to change and the corresponding fears that people on your sales team may feel. A list of questions to help people work past their fear of change is provided. Continue reading…

Lessons in Leadership: 5 Steps to Personal Transition When Faced With Change

5 steps to personal transition when faced with changeAs we discussed in the previous post, Working With Change, one of the greatest challenges sales managers face is helping their team in the midst of change. Sales managers may instinctively know that how the team reacts to change can create more difficulties than the change itself.

To avoid negative results and help the sales team make the most of the change they face, sales managers can coach their salespeople through personal transition using the five steps below. Continue reading…

Sales Superiority: How Good Is Your Sales Force?

Sales Superiority - How Good Is Your Sales Force?As a coach for sales managers and executives in a variety of industries, I’ve fielded a diverse selection of questions. During a recent conversation with a Sales Vice President, he said, “I think that it is safe to say that sales superiority is a concern for every company.” Then he asked, “What is the best way to determine whether my sales force is doing what needs to be done and in the most productive way?” He went on to ask, “What is the best way to assess my sales force and create an improvement plan focused on sales superiority?” Continue reading…