Blog

The 7 Habits for Sales Leaders: Synergize

 


 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 6: Synergize. 

This is the sixth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement, synergy

The 7 Habits for Sales Leaders: Seek First to Understand, Then to Be Understood

 


 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 5: Seek First to Understand, Then to Be Understood. 

This is the fifth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

The 7 Habits for Sales Leaders: Think Win-Win

 


In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 4: Think Win-Win. 

This is the fourth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

FranklinCovey Receives Top 20 Sales Training Award for the 9th Year!

We're excited to announce that for the ninth year in a row FranklinCovey’s Sales Performance Practice has been named to TrainingIndustry.com’s Top 20 Sales Training Companies for 2016.

Read More

Categories: Learning and Development, Sales Training, Sales/Business Development

Join Us at the Microsoft Worldwide Partner Conference

Craig Christensen, the Global Practice Leader of FranklinCovey’s Sales Performance Practice, will present two sessions at Microsoft Worldwide Partner Conference 2015 in Orlando, Florida. Both workshops will be held on Tuesday, July 14.

The first session Are Your Sales People Wasting Time on Poor Prospects? starts at 1:00 PM EDT. It focuses on how to effectively help your sales team maximize their time and generate more revenue.  

Read More

Categories: Learning and Development

Consultative Selling Tip: Know What Gear You're In

Several months after my teenage daughter earned her driver’s license, I suggested that it was time for her to learn to drive a standard transmission. Our first lesson involved a short trip to the local grocery store. We stalled, jerked, revved, and jolted our way there. In the store parking lot, she handed me the keys and deemed the experience, “the worst thing I had ever done to her.”

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Consultative Selling

Experienced new sales hires not attaining quota? Here’s why...

Recently I spoke with Lindsay (not her real name), the head of sales enablement of a market-leading organization with one of the most buttoned-up sales operations I’ve ever come across.

Lindsay’s team delivered the right content, in the right format, at the right time, for the right buyer persona and at the right stage of the buying process – so that the salesforce could maximize the effectiveness and value of their interactions with prospects and customers. Talk about slick! No wonder her organization attracts sales talent in droves.

Read More

Categories: Sales Leader, Sales Training

The 7 Habits for Sales Leaders: Put First Things First

Our latest paper on the 7 Habits of Highly Effective Sales Leaders – Habit 3: Put First Things First, explores how sales leaders can master this key mindset and schedule their priorities rather than “prioritize” their schedule. 

When you’ve invested time in developing the habit of proactivity and envisioning what you want to accomplish, then Habit 3 is how you execute on your mission on the most effective level. While the first two habits are habits of leadership (the “first creation”), Habit 3 is a management habit. It’s what the late Dr. Stephen R. Covey called “the second creation,” where things get real.

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

Try This With Your Sales Team: Move Off The Solution

One of my favorite videos on YouTube depicts a painful discussion between a man and his wife about a nail. Take a minute to watch it here:

Does that sound familiar to you? Doesn't it sound a lot like your salespeople?

Have you noticed that the overwhelming tendency of most sales professionals is to rush to a solution? It's in our nature. We want to solve our client's problems and we usually have the products and services to do it. So, what's the problem? We’re in the business of providing solutions; It’s what we do! So, why aren't our prospects just thrilled when we come knocking?

Read More

Categories: Sales Leader, Sales Training, Sales/Business Development, Salespeople, Sales Enablement, Consultative Selling

Begin With The End in Mind: The 7 Habits of Highly Effective Sales Leaders

The habit of Beginning with the End in Mind was introduced 25 years ago by Dr. Stephen R. Covey in his groundbreaking bestseller, The 7 Habits of Highly Effective People. In our latest point of view, The 7 Habits of Highly Effective Sales Leaders: Habit 2 – Begin with the End in Mind, we discuss how this principle of leadership can help you take charge of what you create and make you more likely to achieve it.

Read More

Categories: Sales Leader, The 7 Habits of Highly Effective People