Managing Sales Organization Strategy: Research Brief
Managing Sales Organization Strategy
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 […]
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 […]
The Objection Isn’t the Problem — The Missing Conversation Is
Originally contributed to Top Sales Magazine. By Steve Gielda. Many salespeople approach objections and customer negotiations as battles to win. When a customer pushes back on price, delays a decision, or raises concerns about risk, the instinct is often to respond quickly with reassurance, justification, or persuasion. But top-performing salespeople see these moments differently. They […]
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 […]
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 […]