QUICK TAKES ON SALES MANAGEMENT

May 31, 2021

Over the past three decades, Don Long has founded or co-​founded six different companies to total over $100 million dollars in lifetime revenue. The last company he built went into the top 1,000 companies in the United States in that particular industry. He is the author of two books The Blueprint of God and the international bestselling book Sell or Don’t Eat. In this episode, we discuss: how to find Impact Areas that need addressing; COVID-​19 Communication frequency and style changes internal and external; incremental improvements over 12 months vs. once-​a-​year fixes; and how to create “Aliveness” in all your employees.

greatsalesculture
May 26, 2021

Part of developing a great sales culture means hiring excellent people. When it’s time to bring in another sales rep, managers often want to find someone who appears to be identical to the person they need to replace.

May 23, 2021

Jonathan Raymond is the author of Good Authority and the CEO at Refound. In this episode, we discuss: the definition of Good Authority & leaders impact on team performance; why becoming “Deeply Human” is the essential quality of a good leader; the 5 steps to addressing poor performance in the moment it's occurring; and how Good Authority relates to generations in the workforce and greater emphasis on company culture.

whysalesandserviceteamsshouldalign
May 18, 2021

Only 49% of U.S. consumers say companies provide a good customer experience today, and yet, the majority of organizations stress sales of their products as their primary function. This is a lesson in why service and sales teams should align.

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