In the world of sales, you are either a top performer or you're not! Yes, there are new salespeople and journeyman sellers, but the reality is that even these sales reps are going to be top performers or not. Top performers are driven, competitive, hard-working, positive, persuasive, and problem-solvers! They make the most of every day, every...

Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively. Although many things contribute to your team’s overall success, there are five essential people management skills...

Leaders are busy. There are always more things to do than hours in the day: planning, budgeting, coaching, tracking KPIs, creating sales calendars, and the list goes on. And then all the fires ruin the most well-planned day. No matter how organized a leader is, somehow, every day has multiple issues that must be addressed immediately. Oh well,...

Achieving excellence requires more than just closing deals—it demands a unique blend of talents that propel individuals to greatness. As sales managers strive to curate their roster of business superstars, identifying candidates who embody the following six key talents, known as the "hunter themes," is paramount to new business development.

You’ve worked with your marketing team to develop your Ideal Customer Profile (ICP). You’ve built a database of target companies that match your ICP characteristics. You’ve researched to identify the key decision-makers of your target prospects. You have a great solution that has helped other similar companies. You have a great...

Professional athletes have coaches. Oscar-winning actors have coaches. Pop icons have coaches. Wait!? Even people who have been in the business for a long time? Why do they need coaches? That’s easy! Top performers, whether they are professional athletes, Oscar-winning actors, pop icons, or sales professionals, are not content with...