Category Archives: Sales Leadership
9 Warning Signs That Every Sales Leader Should Know
It’s often said that great athletes don’t always make the best coaches and managers. They know what to do, but they cannot communicate how to do it. I often see this in small- to mid-sized financial services firms. The owners, partners or directors, who are effective sales professionals in their own right, are having difficulty…
3 Methods Top Sales Leaders Use to Drive Sales Growth
Successful sales leaders understand that the quality of their producers (those responsible for acquiring new clients and retaining existing ones) are the face of the business to clients and prospects and the only real differentiator in the marketplace. Successful sales leaders focus on two objectives, improving retention rates and boosting new business performance. Here are…
Activity Equals Results
The #1 cause of poor performance and results is poor activity. Top performers spend 70% of their available time on sales-related activities – which means soliciting for new business and servicing their category A and B clients. Average performers, on the other hand, do just the reverse. They spend 80% of their time on low…
