Management & Leadership

Have you ever watched a sports team play – a football team, say – and been so struck by the team’s precision, its effectiveness, and its certainty about who’s doing what, when, that you thought to yourself, “Wow! That is one incredibly talented team”?

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose?

Mike Montague interviews Dr. Oleg Konovalov on How to Succeed at Creating a Compelling Vision.

It’s now been a little over a year since the authorities designated COVID-19 as a global pandemic, and even a year on, we are all still feeling shock waves. Whether your company is large or small, whether you have experienced serious disruptions in your business or managed to avoid those disruptions, if you are a company leader, it is likely that the last year has taken a lot out of you.

What kind of revenue growth do you want to see between now and the end of your fiscal year—or whatever date is most relevant in your world? What kind of figure should you be shooting for? And how can you be certain that target is both aggressive and realistic?

There are two critical criteria you will want to look for in identifying top-tier salespeople: Self-awareness and drive.

There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty?

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021.

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries.