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What It Actually Takes To Go From Top Salesperson To Sales Leader

Does your best salesperson automatically become your best sales manager? Not necessarily… The path from success as a top salesperson to sales leader requires very different skills and a very different mindset, starting with having a passion for developing others. Sales leaders must consistently ask thoughtful questions, actively listen, provide meaningful feedback, and coach salespeople […]
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sales organization strategy
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Managing Sales Organization Strategy: A Research First Look

What separates organizations that consistently execute their sales strategy from those that struggle to achieve their growth objectives? In this on-demand webinar, Ignite Selling’s Steve Gielda and Bob Kelly from the Sales Management Association share new research on sales organization strategy and the management practices that drive successful strategy execution. Learn how leading organizations align […]
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Designing for Learning Performance: Defining Moments

Originally contributed to LTEN Focus on Training Magazine. By Steve Gielda Learning only matters when it shows up in performance For many in the learning and development (L&D) field, the path into the profession is rarely linear. It is often shaped by moments— small, powerful realizations that reveal not just what we do, but why […]
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sales pipeline health scale your sales podcast
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Why Your Sales Pipeline Isn’t as Healthy as You Think

Most CEOs believe in their sales pipeline health, but the real story is hidden in stalled and quietly lost deals. In this insightful episode of the Scale Your Sales Podcast, Steve Gielda joins Janice B Gordon and sits down to reveal the pitfalls of sales assumptions and the strategic moves that accelerate revenue and increase […]
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Stakeholder alignment
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Internal Stakeholder Alignment Made Simple

Shift the sales conversation to aligning goals, strategy and behaviors Originally contributed to LTEN’s Focus on Training Magazine.  By Steve Ralph and Steve Gielda Sales training managers are under increasing pressure to prove that learning investments drive measurable business results. That expectation is fair, but it is not easy to meet. To build a true […]
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Sales Pipeline Radio: Standing Out In A Commoditized Market

In sales, sharing product features & benefits must wait. Your buyers want to purchase outcomes, not products. Standing out in a commoditized market requires salespeople to focus first and foremost on knowing what the customer is trying to achieve well before they ever start selling. In the most recent episode of the Sales Pipeline Radio […]
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