Turn Yourself Into a Star Sales Leader
It is often said that a great sales manager not always turns into a great sales director. Apart from the business technicalities, the soft skills that fuel a star sales leader are not the same needed for a sales director to outperform.
In this HBR article, Scott Edinger shows some evidences and identifies the most common mistakes made by previous star sales leaders:
- Only attend select calls where your (new) position increases value to customer;
- Act in a supporting role, the star of the company is your salesman;
- Limit your (direct) involvement, other opportunities might need your guidance;
- Don’t be the closer, that’s the role of your salespeople (Always Be Closing does not apply to you anymore!)
- Always Be Prepared, that should be your motto now. Careful planning will improve your positioning on the eyes of the customer and your salesman.
In Sales Management, the Waning Power of “Push” and “Pull”
On this HBR article, Andris Zoltners, PK Sinha, and Sally Lorimer explain the trends that shape sales management in the digital world context.
If You’re Not Selling, Turn Off the Computer
In this straight forward article, Philip Delves Broughton explains how to maintain a sales competitive advantage by acquiring and take advantage of old fashion intelligence.
Improving Your Sales Force: Fine-tune or Transform?
Some suggestions to reshape your sales force towards a new sales strategy.
Activating the Sales Force for Rapid Growth
Short term actions to deliver short term results.
Secrets of the 30%
Insights from a McKinsey survey on how to succeed in a Marketing & Sales transformation program.
The (New) Skills You Need to Succeed in Sales
Sales execution is not trough a recipe, but a lot on Facilitating the customer job