QUICK TAKES ON SALES MANAGEMENT

September 23, 2021

Emily Morgan, is an entrepreneur with an innate heart for helping others. As the leader of Delegate Solutions, she and her team help business owners and entrepreneurs find more freedom and elevate their time using proven delegation strategies. She’s been featured in Forbes as a Top 50 Remote Employer, contributed articles to the Huffington Post, and highlighted in the New York Times. In this episode, In this episode, we discuss: top mistakes leaders make in delegating; the Delegate Freedom System — what it is and how to use it; how to identify what to delegate—tips and process to narrow it down; 5 bottleneck behaviors of entrepreneurs; and what leaders find it so hard to delegate.

September 23, 2021

Hiring a new salesperson is always difficult — especially in the current job market. But what if your next superstar is already employed by your company? Or what if they're already on your team — just in a different role? They could even be working in a non-​sales role for a business you frequent regularly. Certified Behavioral Analyst and SalesFuel CEO C. Lee Smith teams up with Steven Sisler, behavioral mastermind and CEO of Behavioral Resource Group, to help you address one of the most pressing problems your sales team faces today — recruiting high-​potential sales talent and developing them into high performers.

September 23, 2021

Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. Having success, though, means tailoring your cold calling techniques to the digital landscape…and customers with new needs, priorities, and challenges. Watch our webinar to learn how cold calling has evolved through the years and what you can do today for success. From using a value-​based selling strategy to creating a strategic cold calling system, learn the techniques that transform cold calling into an effective, thoughtful part of your overall sales strategy. What’s the worst thing to do in cold calling? Actually going in cold! Learn how to up your cold calling game with today’s best practices.

September 23, 2021

Just when we thought the rapid growth of inside sales would slow down, we are once again faced with the ongoing challenge of how to find and hire competent sellers. Whether it is to fill a growing SDR/​BDR team, AM’s, AE’s or Customer Success, it’s never been harder to find just the right talent. This all-​star panel shares their own ideas, and tips on how to address one of our profession’s toughest challenges, in this 30-​minute session from the Fall 2021 AA-​ISP Virtual Sales Summit.

virtualsalescoaching
September 9, 2021

If you’ve been obsessing about company values and culture, have you fallen behind the times? It’s worth asking that question as our economy rebounds from the events of the past year and a half and employees voice new priorities, ranging from flexibility to compensation and benefits.

September 5, 2021

Robert "Bo" Brabo has a combined 30+ years of Human Resources Leadership experience in the Department of Defense and private industry. In this episode, we discuss: the leadership strategy termed PEDL (participate, engage, discuss, and learn); how to identify and analyze to come to your organizations true values; how to get people to do what you want them to do collectively; and his time working in and around The White House under Presidents Bush and Obama.

mobilesalescoaching
September 2, 2021

Every employee who comes into your organization has expectations about what they need to do to succeed and about what you’ll do for them. Your newest sales reps might not bring a complete set of skills to the table, but you can help close that gap by offering training and mobile sales coaching.

SOLUTIONS FOR BUILDING HIGH PERFORMING SALES TEAMS

FREE GUIDANCE FROM LEADING EXPERTS

MAKING THE CASE FOR SALES MANAGER ENABLEMENT

Most sales teams are over-​​reliant on their top talent with the top fifth bringing in almost 60% of revenues

CSO Insights

About 35% of sales managers say it is harder to hire quality salespeople than it was a year ago

2019 Voice of the Sales Manager study, SalesFuel

High ranking salespeople promoted to management average a 7.5% decline in their subordinates' performance

Harvard Business Review

87% of high-​​performing reps say sales manager competency is a top decision driver when considering a new job

SiriusDecisions

40% of sales reps only get coaching once or twice a month. And 18% get no manager meetings at all.

Voice of the Sales Rep Study, SalesFuel, 2020

45% of high-​​performing sales managers say they received inadequate training to prepare them for the role

SiriusDecisions

61% of new managers do not receive management training and 69% do not receive coaching

Blanchard

Less than 30% of managers strongly agree that someone at work encourages their development

Gallup

70% of the variance in team engagement is determined solely by the manager

Gallup

Training budgets for managers and supervisors has increased for 6 straight years

Training Industry Report

79% of sales leaders think they are good coaches, yet only 38% of reps agree

Harvard Business Review

The number one detail reps say would make the team more successful is if co-​​workers were more proficient (26.4%)

Voice of the Sales Rep Study, SalesFuel, 2020

ON-​DEMAND WEBINARS FOR SALES MANAGERS

EXECUTIVE INTERVIEWS ON SALES MANAGEMENT

C. Lee Smith Shares How to Hire Smarter to Sell More in Challenging Times
C. Lee Smith Featured on Breakfast Leadership Podcast
C. Lee Smith Talks Behavioral Analytics on the Lorne Epstein Radio Show
'Leadership Strategies for Tomorrow's Leaders' Features SalesFuel CEO
C. Lee Smith Leads Off New Season of All Business Podcast with Jeffrey Hayzlett
SalesFuel CEO Featured on The Bob Pritchard Radio Show on VoiceAmerica Business