Category: Leadership + Management

Guide Your Sales Reps Through the COVID-19 Marathon

We are going through a period of time that isn’t quite like anything we’ve experienced before. As Joanne Crossland writes for Insperity, we’re in the COVID-19 marathon, not the sprint.

Manage Smarter 116: Being Human > Data in Uncertain Times

Rishad Tobaccowala is the author of Restoring the Soul of Business: Staying Human in the Age of Data. He was named by BusinessWeek as one of the top business leaders for his pioneering innovation and TIME magazine dubbed him one of five "Marketing Innovators." In this episode, we discuss: Tips on humanizing remote working in this environment and touchpoints to help humanity trump data; How to incentivize staff to change and lean into disruption; How to upgrade your mental operating system and inject more human touches into the work environment; The dangers of data vs. human stories and skills within the business; and Dealing with "The Turd on the Table."

Find Value in Going Rogue to Change Your Sales Department

In your new roles as sales manager, you may be tempted to steamroll changes through the department. You'll have better outcomes by going rogue.

New Sales Management Tactics to Maintain Productivity

The global economy, which had been roaring along for several years since the Great Recession ended, has slowed way down in the past few weeks. You’ll need to roll out new sales management tactics to rev up your sales team.

How to Recruit Top Gen Z Candidates

Have you fallen into the trap of believing that millennials and Gen Z job seekers are similar? That assumption would be a mistake when it’s time to recruit top Gen Z candidates.

Manage Smarter 115: Coronavirus — Walk Around Managing When You Can't Walk Around

In this episode, we address management arising from the coronavirus pandemic with the iconic Tom Peters. Tom is the author of The Excellence Dividend and co-author of In Search of Excellence — the book that changed the way the world does business. In this episode, we discuss: Tom's strong opinions on CEOs currently laying off thousands of employees during this crisis; What is business responsibility in this Coronavirus epidemic?; How to “Manage By Walking Around" when everyone is working from home; and
Why leaders need to ramp up intimacy, kindness and thoughtfulness during this time.

Is It More Effective to Cut Headcount or Outside Vendors?

As a sales manager, your entire plan will likely have to be reworked this year. You may be trying to decide if you should reduce headcount or vendors to keep your expenses under control.

Why You Should Use Sales Leadership Assessment Tests

To truly motivate and lead a department, new sales managers should come into their positions possessing specific talents, motivations and mindsets. Can you use sales leadership assessment tests to discover the strengths of the sales manager candidates who have applied for a position with you?

Managers: Here’s How to Dial Down Anxiety in Your Sales Reps

As we make our way through a whole new way of doing business, mostly virtually, you may need to dial down anxiety for some of your sales reps. Before COVID-19 changed our lives, your reps may have been accustomed to coming into the office every day.

Why Sales Assessments Lead to Better Hiring

What is a sales assessment test and why should you use it in hiring? The answers to these questions are simple.

Manage Smarter 114: Managing Coronavirus Anxiety Among Your Team

In this episode, we address mental heath issues arising from the coronavirus pandemic with Kristie Knights — a licensed professional counselor and has been in private practice for 20 years. She is an expert in trauma and suicidology. She is also the Founder of iRise Leadership. In this episode, we discuss: How managers can implement a culture of more empathy and allowance of negative feelings in the workplace during this time; The difference between anxiety attack and full-blown depression; Tips and habits to improve your self-care during adversity and crisis; Tips on how to provide you and your family structure as you work from home; and ideas on how to visit virtually with family and friends to stay connected and not isolate yourself.

How to Hire Your Next Sales Manager

Are you struggling in your quest to hire your next sales manager, even after you review the results of the sales hiring assessment? We all know that the core functions of business are: the vision and development of the key product or service and selling.

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