The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least from my observations of complex B2B sales environments - seem to be remarkably consistent:
- They want to be confident that they are going to consistently achieve their revenue targets
- They want to progressively narrow the performance gap between their best sales people and the rest, and
- They want to ensure that they hire the right new sales people and make them productive quickly
If any of these goals are important to you, I hope the following experiences might prove relevant to your situation...
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