Leadership

Leadership – The #1 Driver to Sales Performance Part IV

Coaching drives increase sales performance -ASLAN

Myth #4: When coaching, focus on skills. The last few blogs have focused on the #1 characteristic of high-performers: desire, including how to create it, how to measure it, and how it affects coaching. Now I want to attack a myth about evaluating performance. Instead of starting with sales strategy skills, you should start with…

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Sales Management – The #1 Driver to Sales Performance Part III

Sales Management Is the #1 driver to sales performance

If you’ve been following along with this sales management series,  Sales Management Myth #2: You Can’t Measure Desire. With the last blog in our sales strategy series, we explored a topic that’s even more important than coaching: igniting the desire to be coached.  Often when I teach a workshop on leadership and coaching, I’m asked…

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Leadership – The #1 Driver to Sales Performance Part II

sales performance

In my last blog, the message was simple: Developing your leaders has more impact on sales performance than any other strategy, productivity tool, or sales methodology. Here my goal is to shift focus from awareness to application.  In the next few blogs, I want to debunk some myths about sales leadership and share some best…

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Why are Sales Management and Sales Enablement Leaders Failing?

Sales management leaders are failing

I’ve recently attended two conferences for sales management and sales enablement leaders. They were different events, but they both had the same focus: Even though the economy is growing, sales performance is not. So what were both conferences about? Finding the next big fix. That’s probably why so many sales productivity tools are so hot…

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How to Bridge The Gap in Sales Strategy and Execution

How to Bridge The Gap in Sales Strategy and Execution

This week on sALES with ASLAN®, VP of Marketing Scott Cassidy chats with ASLAN Regional Vice President of Sales John Cerqueira on what you can learn from 80 floors up on 9/11 (but of course, it starts with a nice beer on a Friday afternoon).  Scott Cassidy: Welcome back to another episode of sALES with…

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