Two weeks ago, I delved into the challenges faced by sales leaders—mindset, skill set, and tool set. Following last week’s exploration of mindset, I am eager to share insights into the crucial skill set required for effective sales leadership. Before diving into specific skills, let’s clarify the primary role of a sales leader: “MaximizingContinue reading “Unleashing Potential: The Essential Skill Set for Sales Leaders”
Tag Archives: Performance
The Crucial Role of the Learning Mindset in Sales
In the realm of sales leadership, facing challenges is inevitable. Among the trio of challenges — Mindset, Skill Set, and Tool Set — the focus today is on the pivotal role of the learning mindset. When contemplating the ideal mindset for a salesperson, the answer resonates with the “learning mindset.” This isn’t about formal educationContinue reading “The Crucial Role of the Learning Mindset in Sales”
Unveiling the Tapestry of Sales Leadership Challenges
In my extensive journey collaborating with diverse sales leaders across varied cultures and landscapes, a tapestry of challenges has emerged. Today, let’s delve into the intricate threads woven into the fabric of sales leadership predicaments. 1. The Mindset Conundrum: At the heart of leadership excellence lies a critical determinant – the mindset. My observation resonatesContinue reading “Unveiling the Tapestry of Sales Leadership Challenges”
Selling is Learning: Embracing the Antifragile Nature of Sales
In the fast-paced world of sales, the phrase “selling is helping” has been a mantra echoed in sales training sessions, motivational speeches, and self-help books. But is it just a catchy phrase, or is there a deeper truth behind these words? Let’s unravel the layers and explore the concept of selling as a journeyContinue reading “Selling is Learning: Embracing the Antifragile Nature of Sales”
Leadership: Expectations vs Desire
One of the most awe-inspiring lessons I’ve learned about leadership is the peril of harboring unrealistic expectations. It’s a trap many leaders unwittingly fall into, and it’s time to break free from this common mistake. Imagine this scenario: you’re presenting a groundbreaking change to your team, filled with enthusiasm and expecting every member to jumpContinue reading “Leadership: Expectations vs Desire”
Shibumi in selling – part 2
Shibumi in selling – part2 Last week, I wrote about the term Shibumi (it is the name of the famous novel of Travenian). In this post I would like to explore more about Shibumi in selling. Shibumi in selling is selling without selling out. It is to have such a product or service that youContinue reading “Shibumi in selling – part 2”
Shibumi in selling
(3 minutes read) Over the Easter holidays, I have been re-reading one of my favorite novels, Shibumi from Trevanian. And I re-discovered the term Shibumi, which means being in a most refined way. It represents the elegance of simplicity. In the book, it is explained as follows: “(…) shibumi has to do with great refinementContinue reading “Shibumi in selling”
The best way to help people achieve their goals : Shut up!
We spent our last weekend as a family at a ski resort. My six-year-old son, a beginner, used to ski only on green slopes. At the end of the weekend, we decided to take a long blue slope with some steep parts. My wife went ahead with my daughter, who is faster, and I madeContinue reading “The best way to help people achieve their goals : Shut up!”
What really motivates salespeople?
That one is a long-lasting debate. Coming from the field myself, I have been working with salespeople for more than fifteen years. Each time we needed to make a change (push a new product, expand to a new territory, find a new channel partner, etc.), we talked about how much we should link the commissionContinue reading “What really motivates salespeople?”
Best advice to salespeople
Straight to the point…I don’t like the tone of some (many indeed) posts on LinkedIn. It is the tone that tells you what to do and what not to do. The tone keeps giving you advice, quotes or books to read, or training or seminar videos to watch. And salespeople are a large target groupContinue reading “Best advice to salespeople”
Learning for Performance 