Handy Sales Leadership Resources

LEADERSHIP ESSENTIALS - Must-Have Skillsets For Every Leader

In my career I've been fortunate to have led well over 100 leaders ranging from line-level to Vice Presidents. I was also lucky to have worked for a Fortune 100 training company, which means I've been trained on just about every leadership principle out there.

During my time onboarding, coaching, training and observing leaders and their teams, I've discovered specific essential skillsets that make the difference between the average leader and a good leader.

Each article focuses on an essential skillset needed to lead in today's workplace. Check back - we will add to this series.

Leader, your work is hard. Take a moment, grab your favorite refreshment, read, reflect, and enjoy working on YOU.

Note: My specialty is in sales leadership. Much of my messaging is for those who are leading sales teams, but all leaders can still grab a good nugget or two!

The Small Things Matter

An essential component to leadership is understanding that the nuances matter. In this article we review the impact of the small things you do as a leader. They are more critical to your success than you think.

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Four Touch points of a Leader

Salespeople have a tough job. The sales leader wants to provide consistent and valuable support to help them be their best. Let's review the four essential touch points sales leaders need to provide a complete leadership experience.

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Satisfiers vs. Motivators

Ever spent gobs of time and energy trying to motivate your team, only to find that they won't respond? That's happened to me more than once. The key is the missing satisfiers - let's learn the differences.

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It's Not Just About Business

As a leader you are often faced with making high-stakes and difficult decisions. You have to think about what's best for the business so it can succeed. But what about the people who will be impacted? Let's explore.

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DAILY DILEMMAS - Practical Advice from a Practiced Professional

GOOD leaders know and execute on Essential Leadership principles well

GREAT leaders also handle small, everyday decisions well

Everyday, leaders run into high-stakes situations that require thought, guts, and finesse, and they need to respond in the moment. Many of these situations aren't discussed in a book or taught in a classroom.

These articles explore the most common leadership dilemmas I saw during my years as a senior leader along with my learnings. My goal is to give you leaders out there food for thought, practice, and confidence so that you are ready next time it happens. Because you know it will.

When You are Not At Your Best

So you woke up this morning and you are not feeling it. It's not that you are sick, but you definitely are not at your best emotionally. What now? You've got to get on your game, and fast. My best advice, here.

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Setting Sales Rep Goals

It's time to set goals for your sales rep. Do you sit down with your rep and do them together? Ask your rep to come up with their own goals? Or give them a set of goals without their input? Let's explore the options here.

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Your Top Producer Hit a Slump

Your veteran top producer just hit a slump and can't seem to put up new deals. Their book of business is a big part of your revenue and you are panicked. Let's explore the right way to get them back on track quickly.

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Distractions in the Virtual Workplace

You are holding a virtual meeting and a team member is clearly distracted by something personal (a child or maybe a fur baby). So cute, but it's throwing you off and distracting everyone else. How do you handle? Let's review.

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