Category Archives: Sales Change Management

Many times on the Sales Leaders Blog we have suggested that sales leader effectiveness is the proper mix of process and people.  If you have determined that your current sales leader does not have the skills and or drive to …

Every sales leader will have to do better in 2013.  Even sales programs in the best-of-class tier (average win rates greater than 30%) need to continue improving their year-over-year performance.   It’s one of those indisputable laws, like paying taxes and …

We are working with a company that is in a unique, and we’d say enviable, position – they have no sales organization!   They are a fast growing firm with a powerful array of products and services they are introducing to …

Ready or not, the New Year is upon us.   All of us have set ambitious sales goals for 2013 and have high expectations that they will be met.  Realize however, that unless you have made improvements on the way you …

Making the decision to replace your sales leader can be a difficult decision for many CEO’s, but it may be a necessary move to ensure the long-term future health of your firm. After the decision is reached, what is the …

The end of the selling year is upon us and many CEO’s are asking themselves “What do we have to do differently in 2013 to achieve higher and more consistent sales results”?  Seems like a simple and straightforward question, but …

This is the time of the year that almost every organization spends numerous planning hours looking at their YTD sales achievements and the success of their sales strategy.  Was our strategy effective, could we have executed it better, what tweaks …

I was fortunate to have been able to attend the Sales 2.0 Conference in San Francisco this week. (Thank you Gerhard!).  This is the second time I have attended this event and it continues to get better and better. The …

Had a provocative conversation recently with a senior executive at a BPO we’ve worked with in the past.  He tells me they are in the process of hiring a new chief marketing officer as part of their senior leadership team and plan …

Anneke Seley, author of Sales 2.0 recently posted an interview on her blog which she conducted with Jon Vander Ark, a co-leader of McKinsey’s Sales practice.  (Vander Ark is one of three McKinsey co-authors of Sales Growth: Five Proven Strategies …