By Kelly Riggs | Sales + Leadership
In many cases, a sales manager will simply decide that a salesperson just isn’t a “born salesperson” and start looking for a replacement. The challenge is correlating random data to sales performance, and I’ve seen sales managers with dozens of reports at their fingertips fail to understand the specific challenges for any particular salesperson, although they think they can.
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By Kelly Riggs | Sales + Leadership
One of the common mistakes of leadership is the failure to adequately define expectations, at the corporate level or for individual departments or employees. By failing to set the bar, and to set it high, companies often wallow in mediocrity.
But don’t get fooled: simply creating a “high expectation” is worthless in a vacuum. The mission must be clear, the processes must be clearly defined, and good habits must be created through extensive training. If those things are in place, high achievement is far more likely.
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By Kelly Riggs | Sales + Leadership
What they need is a t-shirt that says, “I’M INSANE!” (You know…doing the same thing over and over…) And, if you’re that person’s sales manager, it might be that you’re insane, too. If you’re standing around letting the madness continue, you’re part of the problem. But that’s another post. If this sounds even vaguely like you (or one of your salespeople), let’s make a move towards solving this problem. Here are three concrete steps to help you gain control of your sales success.
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By Kelly Riggs | Sales + Leadership
Yes, selling into a headwind can be a serious challenge, but there are things you can do when the going is tough.
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