As a sales leader, can you or should you, expect your sales reps to be ‘always on’?YES. Within reason. That’s the job of a sales person, and we shouldn’t be afraid to expect that of our reps.
Sometimes your team’s deals are flowing in. Ah, rejoice—there is no better feeling. But, sometimes it feels like everything is stuck in the mud and you end each day wondering ‘when are the deals coming in?’
This happens with individual reps you are managing of course, but sometimes it seems to happen across the board as though a pandemic has swept the sales team. When the pipeline is stuck, it’s not that you are losing deals, it’s that they are sitting in no man’s land. Here’s what I do when my team’s pipeline is stuck.
I was a very late adopter to adopting a work from home culture in my last company. Here’s how I came around, and a few guidelines that worked well for us as we fully embraced a remote workforce.
I’ve given feedback that landed perfectly and was received well. But I’ve also botched the delivery more times than I care to think about.
Feedback is important. How it’s delivered, how it’s received, how it’s acted on and how it’s followed up on all matters. It’s a key skill of a great leader.There are three questions I ask myself that help me get it right.
Is it true? Is it necessary? Is it kind? A manager’s framework for providing feedback the right way.
The first time I heard about Glassdoor was at one of our company happy hours, probably in 2012. Our Boston team was in town, and we took the entire company, then about 40-ish people in total, out for a private happy hour at a local bar. Looking back, this moment marked a loss of innocence for me.
If you are an entrepreneur running a bootstrapped business, there are periods of time you will be stressed. Very stressed. Like, the word “stressed” doesn’t do the actual feeling justice.
You might be unimaginably, incomprehensibly, unsustainably stressed 110% of the time, actually.
This could also be titled, “Don’t make the same mistakes I made, because I sure screwed it up a lot.” Sales recruiting is getting harder and harder by the day—experienced, talented reps are few & far between and the skill level needed to make a B2B sale continues to increase.
I believe that good sales recruiting is a both art & science.