DO YOU WANT TO DEVELOP A BEST-IN-CLASS SALES FORCE? Frontline sales management is one of the most challenging jobs in business today. There\'s constant chaos that distracts managers from the important work of being a sales coach.  In this ebook, we provide simple yet highly-effective methods for getting the most out of your sales talent. At the end, you’ll have what you need to follow a proven-effective path to develop sales coaching excellence, and as a result, develop a best-in-class sales force. Click below to download this ebook.

Why Your ROI Story Is Stronger Than You Think If you’re in charge of training a sales team, you know how hard it is to ensure they properly receive and retain training while in the field. But since organizations often treat sales training as an unavoidable cost of doing business, you may find it even harder to justify investing in technology that would improve your learning program. Sales, sales enablement, and sales training leaders often don’t realize how much investing in sales training technology contributes to a stronger ROI. That’s because most companies haven’t instituted best practices for identifying the business impact of better sales learning. Most limit their tracking to activity metrics like usage and adoption, or they capture anecdotes about how a recent training contributed to closing a specific deal. Quantifying the full return on your sales training investments helps you more effectively champion your initiatives and win more resources. That way, you can improve your team’s performance and create a virtuous cycle of continuous improvement. Here are four sources of ROI you’re already delivering that you should capture to demonstrate how sales training contributes to the bottom line of your organization. Click below to download this eBook.

Business leaders look for predictability. They seek insight from mounds of data to get just a glimpse of the future. They demand their sales and marketing executives put the business on the right path to meeting or exceeding sales and margin goals. Sales executives create detailed business plans to identify new opportunities and retain existing customers.  They train sales reps and channel partners on product benefits and teach them to overcome objections. They develop compensation plans aligned with corporate goals to encourage growth. Marketing leaders identify competitors’ strengths and weaknesses. They define buyer personas and construct profiles to ensure the right messages reach the right prospects. They carefully map out every step of the buyer’s journey to know when and how to influence behaviors. All this to increase the likelihood of success, to gain more certainty and predictability. Shouldn’t your sales incentive program work this hard to engage your participants? Knowing how and when to nudge your participants could mean the difference between blowing past your goals and scrambling to explain a disastrous failure. This eBook maps the sales incentive journey which participants embark upon when engaging with a program. We’ve developed it from insights gained during almost 50 years of observing and influencing participants, and it can help put your program on the road to predictable success. Click below to download this eBook.​

Coaching and leadership are about people. People are unique and to compound the situation they behave differently under varied circumstances. So is it not an overstatement to suggest that there is a framework that can be applied to achieving greater success with people and through them? I will answer with my standard mini-exercise. Assume you are a recruiter. You are asked to identify a Field Commander for a hot war zone as well as a Guidance Counsellor for an all-girls high school. Did your mind automatically paint different pictures as to who will fill the roles? Intuitively, you recognize the differences but what are the factors that brought you to that conclusion? Also, what if the roles were not so far apart, could you intuitively distinguish among candidates? That is role and the value of a reliable framework. For decades, as a member of member of the Extended DISC™ network, I have been using an approach that I call DISCerning Communication to drive healthy interpersonal relations among a cross-section of groups. When people experience others communicating with them in a manner that is comfortable for them the opportunities for positive cooperation increases exponentially. Someone referred to it as communicating from inside the head of the other person. Course after course, webinar after webinar, article after article I receive encouragement to present DISCerning Communication principles in a concise publication to a wider audience. This is your invitation to join the mission and make a positive difference in how we communicate and relate to others.

If your sales team isn\'t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager\'s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the... (click below to download excerpts from this eBook)

Throughout this eBook, you will learn 11 key strategies that will help you position your profile to be seen as a thought leader and subject matter expert, leverage your existing network to gain access to decision makers and engage with people who are engaging with you.

Exploding the Myths of Why Salespeople Succeed or Fail​ The Hard Question! Are you comfortable taking your present salespeople–with their current level of performance and skills–into an ever increasing competitive marketplace? Will doing what you’ve been doing get you where you want to go? The Hard Reality! If your salesforce is somewhat normal, 20 percent are high performers. Are you content to leave this as it is? Or, are you searching for ways to improve?