For the third year, Training magazine and Wilson Learning Worldwide have teamed up to conduct the Annual Leadership Survey focused on creating effective leaders and preparing the next generation of leaders.

50% OF WORKERS SAY anxiety negatively affects their performance. 75% SAY most stressful part of job is immediate supervisor. 60% OF ORGANIZATIONS plan to address anxiety & well-being in the next three years

Did you know that only 1 in 4 North Americans views salespeople as credible in what they say and do? Almost every sales organization attempts to qualify prospects, but they should be giving equal consideration to how buyers qualify (or disqualify) them. It's much more than just price and product.

Sales manager leadership has the single biggest impact on salesperson performance, as long as it is the right type of leadership. Sitting down with your salespeople every month to review sales results and revenue is like only looking out the rearview mirror when driving. Effective sales leadership is not just looking at where your salespeople have been but where they are going.  

Sitting down with your salespeople and sales managers every month to review sales results and revenue is like driving by only looking out the rearview mirror. It gives you a good view of where they have been, not where they are going. The key to effective sales leadership is identifying the "leading indicators" of sales performance, finding ways to track them, and focusing your energy on reviewing and coaching to them. Explore how to identify leading sales indicators and how to use them to coach effectively.

Changes in the buying process are creating fundamental changes in the sales process. In fact, a sales process is not what salespeople need; today they need a way to facilitate the buying process. From the outset, buyers are in charge of the speed and direction of the process. They gather information about available solutions, screen potential providers, and select those providers they want to consider. Decision teams are the new norm, especially for strategically important buying decisions. Then the decision is handed off to Procurement departments who manage the actual purchase.

Facing economic challenges and a potential global recession, the traditional sales approach has been disrupted by the long tail of the pandemic-induced shift to virtual interactions. The widespread acceptance of ‘modern sales" has diminished face-to-face contact, lowering barriers for competitors. This poses a threat to strategic key accounts, making them more vulnerable to competition.  

Today’s digitally educated buyers require more value from their interactions with sales. Are your reps ready? Not many are. In fact, studies show that nearly 9 out of 10 sales meetings fail to meet the expectations of executive buyers.

Now more than ever, retaining your key customers is a strategic imperative. The role of the sales manager is to manage the sales process and lead the people. Many sales managers are highly effective at managing the sales process. Yet, sales managers need to ensure their top sales performers are fully engaged. This is something most sales managers understand, but unfortunately fall short of exhibiting the kind of leadership that contributes to an engaged salesforce. To assist them, in this webinar we will discuss steps sales managers can take to lead their salespeople to full engagement and higher performance.

Now more than ever, retaining your key customers is a strategic imperative. The role of the sales manager is to manage the sales process and lead the people. Many sales managers are highly effective at managing the sales process. Yet, sales managers need to ensure their top sales performers are fully engaged. This is something most sales managers understand but unfortunately fall short of exhibiting the kind of leadership that contributes to an engaged salesforce. To assist them, in this webinar, we will discuss steps sales managers can take to lead their salespeople to full engagement and higher performance.   

There is no status quo in sales, only constant evolution. The vortex and speed of change facing the sales leader forces them to rely on experience and judgment when data is not available, or worse, not trusted. The next level of transparency will provide the sales leader with data-driven facts to complement their judgment.

In today’s COVID-19 economy, EVERY sales position counts! Sales managers are being asked to generate more with less, so you simply cannot afford to make a hiring mistake. The good news is there has never been a deeper pool of talented salespeople to choose from in the past 10 years. The bad news is there have never been more toxic salespeople on the market. Is your hiring process geared for the unique challenges of hiring the right salespeople?  

PowerPoint is the basis for much of the training material you use, and yet it’s text-heavy, dull, and boring. See how you can revolutionize your presentations and other training material using visuals, diagrams, and animated sequences, with some helpful how-to guides, and a collection of awesome PowerPoint tricks, plus a free PowerPoint toolkit to kick start your efforts for everyone that attends.

A ten-year study of more than 100 companies showed that the number one cause of business failure is bad strategy. But, the reality is that only 3 out of every 10 managers are strategic. And when you consider that being able to set strategic direction is ten times more important to the perception of a leader’s ability than any other behavior, it’s critical that you master strategic thinking and planning.   In this webinar, you will learn a simple framework to transform strategy from a once-a-year dog-and-pony show that gets buried in a plan that never gets used to a laser-focused strategic mindset that you’ll use on a regular basis to grow your business.

Every strong, confident, and effective business leader should actively work to develop and hone their own authentic presentation style. Whether you are gearing up to give a formal presentation to hundreds of people or a preparing for a critical sit-down with two people, this program will push the boundaries of your capabilities. Fabulous presenter? We turn up your potential. Nervous beginner? We'll get you comfortable and capable with a myriad of speaking situations. Every leader can learn to be a better, stronger, and more effective at persuading their audience. 

Every sales organization has its top performers—the standout sellers who beat their quotas month after month, quarter after quarter, year after year.  

Branding ourselves as thought leaders and subject matter experts is foundational to driving new business opportunities from LinkedIn.   

How are today’s leading companies becoming more strategic to their most important Customers and what types of strategic account management (SAM) solutions are they deploying to expand key customer relationships? How are they gaining competitive advantage through the implementation of SAM best practices and accelerating growth of their most significant accounts?

Do your salespeople hate going to meetings? I bet they do! The irony about that is: sales team meetings have the potential to light a fire of passion within your sellers’ souls and fan that flame into a raging inferno. This doesn’t happen by accident, however.   

People buy from people they trust . . . and they trust people who are authentic. 

While artificial intelligence (AI) has had a starring role in overall learning and development (L&D) lately, it has been more of a cameo for leadership development. But that role has started to evolve over the last year, according to the 9th Annual Leadership Development Survey conducted in partnership between Training magazine and Wilson Learning Worldwide Inc.  

When performance falls short, most leaders look to coaching, comp, or headcount. But what if the real issue lies in one of six hidden forces shaping how your reps show up and sell?  

Beyond the Discount: Coaching Your Sales Team to Negotiate Smarter

In his new book, Blindspots: The Hidden Killer of Sales Coaching, sales coach, trainer and author (The Funnel Principle) Mark Sellers exposes a universal problem facing sales leaders - they all have blindspots.  The fundamental problem with blindspots is they prevent leaders from creating emotional connections.  As a result, leaders don’t get everything their people have to give, and performance and results are compromised.