The Six Secrets to Superior Sales Kickoffs

A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss.

3 Leading Indicators of Sales Incentive Success

Sales is a lagging indicator. Tracking it only reflects what’s already been done. It’s like getting the final score of a football game after it has been played. It’s already too late to do anything to change the outcome. If you want to win a game, you better be looking at leading indicators like yards gained, first downs achieved and time of possession while you’re playing.

2 Enemies of Improved Sales Management: Inertia and Gravity

Sales managers tend to take on the ‘best practices’ that they observe with their own eyes and ears. Sometimes these sales management practices are the right things to do. And sometimes they’re absolutely wrong. We need good research to fight the inertia of common practices, and intense change management to fight the gravitational pull of safety.

3 Most Effective Ways to Further Engage Your B2B Leads

Timing is important for engaging leads, but it’s only the first step. To maximize engagement, B2B companies must understand what they stand to gain and the three components of successful communications.

4 Marketing Predictions for the Enterprise in 2018

Where will you focus your time in 2018 — running marketing, or doing marketing? Here are four key predictions that will affect marketing organizations in 2018.

The No. 1 Thing Leadership Can Do to Align Marketing and Sales

In order to learn how to align marketing and sales teams, we must understand how devastating a gap between these departments can be for an organization overall.

How you manage makes a difference

Dispensing with sales manager myths
What’s your sales manager mythology?
In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers.

Recalling the Service Profit Chain

In the mid-1990s, three researchers created something they called the Service Profit Chain. It was featured in Harvard Business Review and later in a book, bearing the title of the concept. The foundational idea of the service profit chain was this: how you treat your employees impacts how they treat your customers.

Rocking the Boat to Drive Team Success

Knowing how to avoid conflict may be a useful skill for sales reps but works to the detriment of many sales managers. To drive progress and growth in their team, great sales managers must learn how to rock the boat when it’s required. Here are three skills that will help you feel more confident in addressing issues sooner.

Incentive Gift Cards Continue to Delight

Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. businesses — fully 61 percent — are increasingly using gift cards as a reward tool for multiple groups (channel, sales, employee and customer), and that investment in gift card rewards is both significant and growing.

The Not-So-Fab Four

You certainly can’t judge a book by its cover. On the bookstore shelf, NYU business professor Scott Galloway’s “The Four: The Hidden DNA of Amazon, Apple, Facebook, and Google” appears to offer a reverent look at the giants of the tech industry.

Can motivation be coached?

When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Van Gundy is a smart basketball mind who now shares his insights as an NBA analyst on TV broadcasts. As far as I know, he’s not a brilliant business mind, so I didn’t think there would be cause to share his wisdom here again.

10-Step Process to Becoming an Elite Salesperson in 2018

I boiled down the content of the best books and seminars on selling skills to the basic 10 skills needed for long-term sales success. These top-10 selling skills set our company on a course of growing at 42 percent every year for 14 straight years.

8 Sales Enablement Predictions for 2018

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Here are my sales enablement and readiness predictions for 2018.

7 Conditions to Create a High-Performance Sales Environment

The dream of building a high-performance sales environment is not as elusive as it might seem. There are seven conditions, or building blocks, and they primarily impact salespeople, frontline sales managers, and – perhaps most importantly – the sales executive.