Great leadership is often manifested during chaotic events. In good times we define leadership by one results, influence, and impact on socio-economic and political affairs.
At an organizational level, we quantify a leader’s influence in terms of market share gains, market cap increase, ROI on capital investments, mergers and acquisitions, and brand value.
In bad times, we scrutinize a leader’s skills in terms of adaptability, risk-taking tolerance, creative thinking, decisiveness, pragmatism, and tenacity.
Whether the economy is good or bad, all companies depend on their talented people to sustain and grow their business. Finding talent is a denting task in any economy; retaining them is another matter.
Talent is everything. The success of any organization requires fully engaged and productive employee that care about the well-being of the business, customers, community, and its shareholders.
In this digital economy, most organizations would agree that talent is a key differentiator and a significant competitive advantage that can be leveraged to grow revenue, reduce cost, and win market share. …
Business values and ethics have profound significance in our lives. They affect performance, company credibility, and reputation. In addition, they affect product quality, productivity, workplace design, relationships with colleagues, and clients.
People’s values and ethics hold the fabric of organization culture, and that ultimately determines the organization’s success or failure. In the recent years, we have witnessed the impact of poor ethics, like taking advantage of your employees (Harvey Weinstein) or lowering the bar in pursuit of greed by rewarding unethical behavior (Wells Fargo) or ignoring your employee advice on the vulnerability of your payment systems (Target)
In a digital hyper-competitive world, everyone agrees that value-selling is the answer. Most sales organizations try to position themselves as consultative-driven rather than transactional-focused.
Every CEO or CRO prefer to lead a sales force that thinks, act, and perform in a consultative fashion while helping their customer achieve their business goals.
Sales organizations spend billions of dollars in training to upgrade their sales talent from transactional sellers to growth consultant. Yet, most fail miserably.
Consultative selling is a discovery-based approach that positions salespeople as expert advisors able to solve complex problems and grow organizational profits.
It’s a delivery system that strives to meet its promises by solving customers’ problems while improving profitability. Besides, it’s a collaborative approach that performs a holistic business analysis that covers known and unknown risk factors and impactful events. …
You cannot expect your sales managers to coach their team if they have never been educated on how to coach effectively. Most senior executives promote managers based on a set of perceived capabilities and competencies and hope that they will turn out to be great coaches and leaders. However, that’s a terrible strategy and a poor business model.
1. According to CSO Insights, in 2016, 60% of salespeople were more likely to leave their job if their manager was a mediocre coach. Companies with dynamic coaching programs achieve 28% higher win rates.
2. Over 47% of sales managers spend less than 30 minutes a week coaching reps on skills and behaviors. …
What got you to your current leadership position won’t keep there forever. Nothing is linear in life; Past efforts and the stroke of luck that got you to where you are today won’t be enough to secure your upward mobility and career ascension.
Attributes like your educational background, experience, personality, and native intelligence are essential but are not enough to impact your employees, peers, and bosses to create meaningful changes.
Your team performance elevation, your ability to solve challenging problems, and successful partnership building, will define your professional path and speed of growth.
Leadership is the catalyst that identifies and transforms talent into its best version. As a manager, your most important job is to help those around you to reach their highest potential. Compassionate leaders groom their employees to be solicitous with their customers, subordinates, and all others, which creates performance. …
Excellence is never an accident. Transforming a relatively average sales organization into a high-performing well-oiled selling machine requires designing a strategic sales culture that people want to support and work hard to achieve.
Sales culture is a powerful internal system that empowers people to stretch and act in the best interest of the customer, company, and shareholders in the absence of scrutiny, pressure, rewards, and guidance.
A good sales culture means “ do what you feel is right every time, without worrying about anything else.”
A good sales culture can inspire employees to do things beyond their commonly accepted capabilities, can elevate their intellect, enthusiasm, confidence to turn a bad situation into a win-win outcome. …
For companies to exist, they need to generate revenue. Sales growth often triggers investor interest, while declining sales growth suggests that the company’s products and services lack appeal or suffers from poor leadership.
Revenue is said to be business vanity; profit is the business sanity, and cash flow is a market reality. While true, sales/revenue leads to profit, which in turn becomes cash. Revenue is the platform upon which business foundations are built or destroyed.
Most CEO’s and entrepreneurs focus on the following business results metrics:
1. Revenue Growth (key)
2. Percentage of share market
3. Gross profit
4. Customer satisfaction…
The truth is the average B2B salesperson and entrepreneur is way more comfortable talking about their products than discussing their customer business issues. Buyers seek solutions to their problems, not a salesperson or entrepreneur who regurgitate their product features, functionality, and benefits.
According to SBI, 87% of the revenue in complex B2B sales is generated by 13% of sales professionals. Surprisingly, the gap between the best performer and the rest is narrower within the best-in-class sales organizations. What sets these top-in-class organization apart?
The implementation of a value-based selling approach across the entire sales and marketing organization proves to be the winning differentiating factor between winners and the rest. Value selling is the art of asking the right questions, understanding the depth and nature of the problems that the buyer may or may not be aware of. …
Sale team meetings are vital to build team cohesiveness, connect people, share best practices, discuss challenges, and celebrate collective success.
Like me, you probably have attended countless meetings in your career. Some were inspirational, few were educational, and a good majority were boring. Some were well organized, structured, and well delivered, while many had no agenda, started late, went overtime, abruptly ended, or lacked purpose and focus.
Many employees, middle managers, and executives consider at least two-third of meetings to be a waste of time, yet they continue to tolerate it. …