Sales Performance Blog

It's All About the Numbers (Too Bad): How quota keeps us from achieving our best

Is quota an incentive or a disincentive?

If you’re in sales, you have an annual target you’re expected to hit. Goals are good. They work because they drive focus and inspire people to work harder and longer than they otherwise would. Clearly, we achieve more because of goals.

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Categories: Sales Training, Sales Enablement, Sales Tips, Sales Coaching

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. 

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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. 

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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. 

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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: 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.

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

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.

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

The 7 Habits of Highly Effective Sales Leaders: Proactivity

I believe human beings crave proactivity. But because social conditioning trains us to be reactive, it’s hard to break free of reactive habits, and our proactivity muscles atrophy. As a result, when difficulties arise or we’re otherwise required to be proactive, part of the ingrained reactive mindset is to think, “It’s not my job.” Or, “It’s someone else’s fault.” Or “I can’t do it. I wish I could, but I just can’t. It’s bigger than me.” Being reactive is easier because it lets you off the hook of responsibility. You don’t have to do anything until you’re required to do something. And if it doesn’t work out, then it’s somebody else’s fault, not yours.

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

How You Sell Matters More Than What You Sell

How you sell matters more than what you sell.

While those nine words make enormous sense, nearly everyone I ask agrees that common sense isn’t common practice. And even the how varies widely.

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