So, you’ve taken on a role as the leader of an existing sales team. You’re feeling optimistic and ready for the challenge, but what are the best practices that will lead you to success?
Published on April 09, 2019
Check out the latest and greatest Leadership Development articles from The Brooks Group. Learn how to improve your sales leadership skills.
Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number.
Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.
Published on March 27, 2019
Leadership effectiveness isn’t only about decisiveness, charisma, and ambition. According to Forbes, one of the top high-performance differentiators in leadership is one you probably don’t even think of as a leadership quality: Humility.
Published on February 25, 2019
Few jobs are more demanding than that of the sales manager. Meetings, more meetings, emails, coaching, and reporting are among the mountain of tasks you have to juggle on a daily basis.
With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward.
Published on November 14, 2018
Sales Performance Management (SPM) is a structured approach to hiring, managing, and incentivizing your sales force to drive optimal performance. As no surprise, sales teams that implement SPM outperform sales teams in organizations that don’t.
Published on October 17, 2018
Phil Jackson is one of the most successful coaches of all time. He holds the highest winning percentage in basketball history achieved over his two decades of coaching—winning 11 championship rings.
What’s the secret to Jackson’s powerhouse leadership, and what can the rest of us learn from it?
Published on October 10, 2018
Managing a remote sales team used to be a situation faced only by sales leaders at large multinational corporations. All that changed with the wide availability of high speed internet and video conferencing.
Published on June 19, 2018
The accuracy of your sales forecast impacts everything in your organization, from revenue projections to hiring and production capacity decisions.
Yet according to Sirius Decisions, 79 percent of sales organizations miss their sales forecast by more than 10 percent.
Published on April 04, 2018