New Competency Required for Sales Leaders: Leading Sales Technology Adoption What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption . This responsibility was floating around and has now found its home with sales… Lori Preston
Is Your Sales Training Model Stuck in the Past? In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. As the new reality took over, the quick scramble was on to embrace the virtual necessity.… Bill Wallace
Six Competency Gaps That Steal Your Competitive Advantage Do your competitors fear your salespeople? Your salespeople are engaged in hand-to-hand combat. Your competitors are fielding their best sales talent against your best sales talent. Previously, to… Lori Preston
Hunter vs. Farmer The classic definition and role designation of “Hunters” and “Farmers” has become obsolete and counter-productive to a sales organization’s revenue growth. Traditionally, Hunters were people that… Bill Wallace
Can a Better Economy Be Bad News? Goldman Sachs is cautiously forecasting an economic improvement in Global Growth of 3.5% driven by financial incentives and improvement in the growth of the US GDP. Sales leaders look to an improving… Bill Wallace
