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 […]
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 […]
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 […]
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 […]