Leadership
Leadership – The #1 Driver to Sales Performance Part IV
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…
Read MoreSales Management – The #1 Driver to Sales Performance Part III
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…
Read MoreLeadership – The #1 Driver to Sales Performance Part II
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…
Read MoreWhy are Sales Management and Sales Enablement Leaders 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…
Read MoreWhat’s The Best Way to Establish a Relationship with a Prospect?
There are 5 things I have learned in 25 years of prospecting. Wait, I know, that’s only one thing every five years. Hear me out. I’ve learned more, but these seem not as obvious as others, like know your customers, which I did not when I made my first prospecting call in September 1993. Me:…
Read MoreExit Principle: The Sales Strategy You Need To Get A Commitment
In 2001, on 9/11, a good friend of mine, John Cerqueira, was on the 81st floor when a plane hit the building in the North Tower. But instead of him bolting from the building, he stopped to help a woman in a wheelchair down 80 flights of stairs. Because of his heroics, he was invited…
Read MoreHow 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…
Read MoreAssessing the Sales Strategy of a Large Organization Step 2 & Step 3: Closing the Gap
You’ve already identified step 1 of how to assess the sales strategy of a large organization, so know it’s time to close the gap and bring the sales management of your large organization full circle. Here’s what you need to focus on next: STEP 2: Identify Behaviors Capabilities help you quickly determine and prioritize the…
Read MoreAssessing the Sales Strategy of a Large Organization: Step 1: Redefine Capabilities
Step 1: Redefine Capabilities When you’re ready to assess the sales strategy of a large organization, here’s the first step: Simplify and quantify what you want to measure. An easy way to start? Think about how you would assess a golfer. Golf has four basic capabilities: Driving the ball off the tee Hitting irons Chipping…
Read MoreTrying to Assess the Sales Strategy Effectiveness of a Large Organization?
When you’re trying to assess the sales strategy effectiveness of a large organization, your first goal should be this: to understand the needs of the sales organization and build the perfect training program. But getting an accurate pulse on a large sales organization isn’t easy. It’s like getting input from 500 people about an upcoming…
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