In markets where competition is fierce, and evolution is rapid, the demands on sales teams to not only meet but exceed expectations are greater than ever. While daunting, these challenges offer a unique opportunity to redefine leadership strategies that are crucial for staying ahead. Adopting a new leadership approach – specifically BOLD leadership – becomes essential as organizations experience significant shifts in structure, product lines, or leadership roles. The Imperative for BOLD Leadership The post-COVID-19 business landscape has revealed a profound truth: traditional leadership method ..read more

In this article, Rob Ulsh, VP of Dealer and International Sales for Great Dane, delves into AI’s profound impact on the sales landscape and how Great Dane has strategically incorporated this technology to propel its sales initiatives forward. He highlights how AI transforms sales by helping professionals understand prospects’ needs swiftly. Despite AI’s power, he stresses human judgment’s crucial role in effectively interpreting its outputs. He also underscores a critical imperative for sales leaders and managers: to embrace AI as a transformative force in the sales domain and actively encour ..read more

After over 30 years of sales leadership experience, I have learned that becoming a STAR sales leader requires mastering several key skills. These skills drive results and foster a culture of excellence and growth within the team. Here are the five essential skills every STAR sales leader must master to stand out and lead their teams to success. As you read, rate yourself on each skill and list your areas for development to become a true STAR sales leader. Masterful Coaching Coaching is the #1 sales management activity that drives performance. Effective coaching is a shift from telling your re ..read more

In this episode of the Sales Leadership Awakening Podcast, Margo Edris, Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. She also provides valuable advice for women in male-dominated industries and stresses authentic interactions for success. “You have to just lead with your authentic self and bring the best version of yourself to every interaction in order to achieve success.” – Margo Edris   Key Takeaways: Thorough preparation is crucial ..read more

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the impact of burnout on performance and productivity and offer strategies for leaders to create an environment that decreases burnout and stress. They emphasize the importance of time management, setting clear expectations, and recognizing and celebrating achievements. “When you have greater workplace social support, which comes from mentoring, somebody paying attention, making sure you’re not going it alone, your resiliency goes up.” – Colleen Stanley   Key Takeaways: Burnout and stres ..read more

In today’s highly demanding sales world, the difference between achieving good and outstanding results often lies in the effectiveness of the sales leader. Sales leaders who consistently guide their teams to high performance know that their role extends beyond management; they are motivators, strategists, and coaches. Here are five key activities that top-performing sales leaders engage in to create exceptional sales teams: 1. Hiring Top Performers Top sales leaders know that the foundation of a high-performance team is built on hiring the right people. They invest significant time and resourc ..read more

Navigating the Challenges of Managing Top Performers In this 4:58 video, Brandon Nye discusses the challenges of transitioning from a player-coach to a leader and the importance of letting go of old muscle memory. He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive. He highlights the significance of emotional intelligence and adaptable mindsets in sales managers, enabling deeper connections with team members and adept responses to challenges, ultimately fostering a supportive environment conducive to ..read more

Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. I want to explore why SaaS sales leaders prioritize deal coaching over skill coaching and provide insights on how they can more effectively develop the selling skills crucial for winning deals and creating sustainable growth. The Emphasis on Deal Coaching In the fast-paced environment of SaaS sales, where monthly and quarterly targets dominate strategic thinking, sales leaders often focus on immediate opportunities to close deals. This app ..read more

For sales leaders, building a robust sales culture is the bridge between mediocrity and excellence. The journey to a winning sales culture is a nuanced strategy that unfolds over time and demands patience, careful planning, and decisive leadership. 5 Dynamic Strategies to Supercharge Your Sales Team Cultivate Inclusivity Inclusivity is the cornerstone of a thriving sales culture. It’s about creating a workspace where every team member’s voice is acknowledged and valued. Regularly evaluate how team decisions are made and who contributes. Setting up regular forums for open discussion can empow ..read more

In this 3:03 video, Gerilyn Horan discusses the strategies to develop an exceptional workplace and its profound impact on employee engagement and retention. She underscores the pivotal role of a robust leadership team dedicated to nurturing employee growth and success. She highlights the significance of having a global team member survey, a tool used to pinpoint areas for enhancement and ensure ongoing improvement in the work environment. She shares her organization’s various initiatives to provide growth avenues, including stretch assignments, cross-functional projects, mentoring programs, a ..read more