Management & Leadership

Celebrating the fulfillment of goals that stretch the salesperson, or the team, is an important part of your leadership toolkit.

Here are three proven strategies effective senior leaders use to make sure sales managers don’t end up migrating to the competition – and taking tribal knowledge, relationships, and revenue opportunities with them.

It’s a pretty good bet that, if you created a list of well-intentioned “resolutions” on December 31, one or more of the things you put on your list has already slipped more than you’d like to admit. Why? Here’s one answer. You may have resolved… you may even have talked to others about that “resolution”… but you didn’t commit.

In the business community, we are always searching for slight edges. We always try to get more business–by earning it. We always want our clients to buy additional products and services from us, and we always want them to become advocates on our behalf over the long term. Those are all things we want. And there’s nothing wrong with being part of an organization that wants them.

If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does. You’re just like the skilled professional with the headset on, monitoring the screen, taking in all the relevant information, and ensuring that all the takeoffs, all the landings, and all the decisions in between proceed according to plan. 

This week we welcome Martine Kalaw, author of The ABCs of Diversity: A Manager's Guide to Diversity, Equity, and Inclusion in the New Workplace. Tap into your organization’s full potential through understanding and strategic implementation of the best DEI Practices.

How much time do you spend coaching your team?
5 tips to ensure you are coaching your team not just supervising or training.

Sounds odd, doesn’t it?

I asked a client how he divided his time between supervising his team, holding them accountable to goals, training on new skills, and coaching on individual improvements, he was stumped.

In this episode, we sit down with Jennifer Smith, CEO and founder of Scribe, an automatic process documentation software. We discuss how people should go beyond simply looking at revenue when tracking sales success and instead focus on three levels.

This article’s title is intended as the highest possible compliment. If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does.