The Many Hats of a Leader in Sales: Mentoring, Managing, and Coaching
Leadership in sales requires adaptability, vision, and the ability to juggle multiple roles seamlessly. Sales leaders are not just managers of targets; they are mentors, managers, and coaches, each role serving a distinct purpose. Understanding when to wear which hat can make the difference between a struggling team and a high-performing one. 1. The Mentor: […]
Playing Catch™ – The Art & Science of Asking Great Questions in Sales
Ever been on the receiving end of a rapid-fire sales pitch and felt like ducking for cover? You’re not alone. Too often, sales conversations feel like a monologue rather than a game of Catch. Optimé International coined the term “Playing Catch™” to describe the ideal sales conversation: a genuine back-and-forth exchange, where each question and […]
Importance of Emotional Intelligence (EI) in Sales Leadership
In the dynamic landscape of Leadership, Emotional Intelligence (EI) has emerged as a key factor in driving success, especially in roles that demand effective communication, decision-making, and team management. Emotional Intelligence refers to the ability to recognize, understand, and manage one’s own emotions, as well as the ability to perceive and influence the emotions of […]
Managing Resistance in Your Sales Team
Resistance within a sales team can be a significant roadblock to achieving your organization’s goals. It can manifest in various forms, from reluctance to embrace new strategies to pushing back on management decisions. As a leader, understanding the reasons behind this resistance and implementing effective strategies is crucial for maintaining a cohesive and productive sales […]
How Constructive Feedback can Elevate your Sales Team’s Performance
In the ever-evolving world of sales, feedback is a critical component of success. Sales leaders play a pivotal role in providing constructive feedback that can help their teams improve and achieve their targets. In a study highlighted in the Harvard Business Review article, it showed that Sales professionals who received consistent and constructive feedback were […]
How to Articulate a Compelling Vision for your Sales Team
In the dynamic landscape of modern business, a well-articulated vision serves as the North Star guiding your sales team toward success. It’s the beacon of purpose that motivates and unites individuals with diverse roles and backgrounds, working cohesively to achieve common objectives. In this article, we will explore the art of crafting a compelling vision […]
Learn or Lose
A few years ago, I attended the P&G Global Alumni Conference in Madrid Spain. Amongst the impressive line-up of topics covered by an inspiring group of speakers, was a presentation entitled ‘The Future of Learning’. Essentially, the takeaway from that session was: ongoing, continuous learning is critical to successfully navigating the exponential change we will […]
How to prepare your organization’s future leaders
IDENTIFYING THE GAP How many companies are successfully preparing their managers for the demands of tomorrow’s workplace? In a Harvard Business Review global survey of managers and leaders, it was found that 67% of North American companies said they needed to entirely revamp their middle manager development programs. In another survey by the same organization, only 15% […]
Winning at Strategic Customer Management
Strategic Customer Management (SCM) is a company-wide initiative, focusing on building strong and mutually beneficial relationships with a company’s most important customers and partners. Effective SCM programs create loyalty, stimulate growth, enhance profitability, and lead to innovative solutions. A successful program requires a commitment from senior management to ensure the necessary corporate and organizational shift […]
