In a sales environment as dynamic as ours, the ability to coach effectively has moved from a luxury to an absolute necessity. The days of the “command and control” sales leader barking orders are fading. Today’s top sales organizations demand leaders who can elevate their teams, unlock hidden potential, and cultivate a culture of continuous growth. This is the essence of becoming a sales multiplier – shifting your focus from solely driving your own numbers to empowering your team to achieve more than they thought possible. Transforming Your Approach: The Key Elements So, how do you actually ma ..read more

This March, Carew International CEO Jeff Seeley was honored to speak at a Training Industry Leader Talk session centered around building effective leaders. Jeff shared his thoughts on: The critical differences between managing and leading. Strategies to cultivate a leadership mindset that inspires, motivates, and drives growth. Practical approaches to innovation and impactful change within teams and organizations. Techniques to enhance personal and professional growth, positioning oneself as a true leader. It was a thought-provoking and inspiring session offering valuable perspecti ..read more

B2B buyers are using more channels, so B2B sellers must, too. Buyers are increasingly utilizing multiple channels throughout their purchasing journey. This shift demands that B2B sellers adapt by embracing hybrid sales models, which seamlessly blend digital and in-person interactions. McKinsey & Company: Next-gen B2B Sales According to a recent McKinsey & Company article, top-performing B2B sellers have witnessed up to 20% revenue gains by redefining their go-to-market strategies through inside and hybrid sales. Inside Sales: A Closer Look Inside sales involve selling products or servi ..read more

The terms “management” and “leadership” are often used interchangeably. However, they represent distinct concepts with unique roles and responsibilities. Understanding the differences between management and leadership and balancing both can be crucial for driving growth and success in your organization. What is Management? Management is a function that involves planning, organizing, directing, and controlling resources to achieve specific objectives. It focuses on establishing order and consistency within an organization. Managers are responsible for setting goals, creating strategies, and ens ..read more

As a business leader, I’ve seen firsthand how the dynamics of a team can significantly impact an organization’s success. One of the key strategies I’ve employed to enhance team effectiveness is the use of behavioral and personality assessments. Understanding your team’s unique personalities, behaviors, motivations, and strengths is not just nice to have; it’s a crucial component of building a cohesive, high-performing team. Why do assessments matter? Enhanced Self-Awareness: Personality assessments provide individuals with insights into their own behaviors, strengths, and areas for improvement ..read more

Regular, personal check-ins with your team members are critical to effective management and leadership. They provide a forum for open communication, personal development, and alignment. And when conducted with intent and structure, these meetings can unlock insights, foster engagement, and lead to higher productivity. But, you must go beyond the routine “How’s it going?” to gain a true understanding of your team’s professional well-being and progress. Here are six key questions you should be asking the members of your team regularly: 1. “What are the obstacles currently hindering your performa ..read more

Nick Saban, the legendary head coach of the Alabama Crimson Tide, recently retired, leaving an indisputable legacy. Often, we view football programs through a narrow lens, focusing solely on the sport. Yet, under Saban’s leadership, the Alabama football program emerged not only as a sports powerhouse but a model organization for excellence, generating over $214 million in annual revenue. As he should, Saban views his role as much more than a coach, defining his job as providing leadership, developing relationships, helping people take advantage of opportunities, and ensuring they have the disc ..read more

Sales is no small feat. Those last-minute, game-changing deals that your team clinched at the end of the year? They become history as the new monthly or quarterly sales cycle rolls around in 2024, setting the stage for another round of challenges and opportunities. It’s a common observation that most sales teams find their stride toward the end of these sales cycles. As sales leaders, one of your core responsibilities is keeping your team motivated, energized, and always ready to seize sales opportunities. The key? Momentum.   Set Meaningful Targets, Not Just Quotas The significance of sm ..read more

In 2023, our Leader’s Digest blog explored topics that are reshaping the world of leadership, sales, and organizational development. We explored emerging trends, tackled the challenges and opportunities of leadership, and embraced new technologies that are revolutionizing our field. Here are the Top 10 Leader’s Digest blogs that sparked our curiosity, fueled our conversations, and inspired us: Finding and Assessing the Right Training Partner Zombie Leadership – How to Revive a Disengaged Team The 7 Mistakes Leaders Often Make 7 Negotiation Lessons I Learned from My Kids This Summer A Blueprin ..read more

Last week, I was privileged to present at the Sales 3.0 Conference AI Summit, where I explored the topic of AI and its impact on customer experience. If you are interested in gaining insights from this presentation, I invite you to watch it here. AI is not just a technological advancement but a true shift in how organizations operate, connect, engage, analyze, understand, and serve their customers. It is reshaping the sales landscape as we know it. As AI technology continues to advance, its role is poised to become even more significant, offering organizations innovative ways to not only enhan ..read more