Skip to main content
Praxis Growth Advisors, Inc. | Hanover, MA

Dave Mattson

16 Key principles for sales leaders who are ready to make the journey necessary to transform a team of disengaged or marginally engaged salespeople into a cohesive, committed team capable of generating scalable revenue growth.

Team ownership of ideas is, for many teams, the great untapped resource of sales leadership. Harry Truman may have captured the force of this concept best when he said, “It is amazing what you can accomplish if you do not care who gets the credit.”

Here are five steps for conducting a TEAM STORM session to drive engagement and create team buy-in on solutions for problems and challenges.

There are a number of things that we can do to make sure that our Customer Relationship Management (CRM) tool is a great, salesperson-friendly resource, one that’s embraced by everyone on our team… as opposed to something that people dread using. Here are five simple tips that can help sales leaders in virtually any industry make that transition a reality.

Today I want to focus on what I believe to be the five most important skills a sales leader can develop over time to be successful in their role.

2022 will be a pivotal year for sales leaders. Here are four best practices we are currently sharing with our clients as they transition into 2022.

 

Human beings always have been and always will be driven to improve their own personal situation. As the leader, you must tap into that motivation.

 

Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center.

What, exactly, is the best way to do this? And how do you do it without falling into the trap of micromanaging people?

A big part of the sales leader’s job is to determine the measurable behaviors that will lead to success for a given salesperson, and to evaluate the numbers that connect to those behaviors.

 

There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?

 

Create and circulate a documented playbook of best practices for anything and everything that occurs on an ongoing basis.