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JANUARY 10, 2013

As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

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FEBRUARY 11, 2014

For those in sales leadership role, they too must be accurate in their actions while striving always to be better. More importantly, this sales leadership talent showcases the “passion” of the salesperson’s endeavors. .” Later this week will be Valentine’s Day. Share on Facebook.

Sales Leadership 160

Sales Leadership Hiring Small Business Small Business 160

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APRIL 17, 2012

Understanding motivational needs or what some call the prospect’s motives is a necessary sales leadership talent. ” In simple terms, how do those in sales leadership roles encourage people (their sales teams of individual contributors) to take action toward specific goals and objectives?

Sales Leadership 172

Sales Leadership Motivation Top of Funnel Small Business 172

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NOVEMBER 13, 2012

With the 2012 elections now behind us, those whose candidates did not win may be experiencing this sales leadership talent of handling rejection. Small business owners, entrepreneurs and of course sales people must cope with this reality in business and even in life, being told No.

Sales Leadership 161

Sales Leadership Small Business Small Business Face-to-face 161

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NOVEMBER 13, 2014

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. ” There does continue to be this fatal sales leadership presumption by many LinkedIn Members. This sales leadership presumption works against the first of the first three Sales Buying Rules.

Sales Leadership 165

Sales Leadership LinkedIn Decision Maker Ideal Customer Profile 165

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MAY 1, 2012

Being in any sales leadership role from the salesperson up to sales management and even beyond requires the talent of diplomacy. For without the consistent application of this talent may result in one’s foot in one’s mouth not to mention the inability to increase sales.

Sales Leadership 171

Sales Leadership Fashion Government Small Business 171

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MAY 23, 2013

Maybe it is time to redirect some if not much of the poor sales performance as well as lackluster business growth back to the small business owners and those in sales management. business-growth. These behaviors by small business owners are not new. Inherent distrust of the sales people.

Small Business 139

Small Business Small Business Sales Goal Decision Maker 139

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OCTOBER 15, 2014

Yesterday in talking with a former client and now a strategic partner, he lamented how honesty and truth are in short supply when it comes to sales leadership. Small business to Fortune 500 organizations be them profit or not for profit appear to circumvent the truth when it comes to finalizing sales.

Sales Leadership 160

Sales Leadership Small Business Small Business Face-to-face 160

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DECEMBER 4, 2012

As sales managers to small business owners look forward to 2013, this sales leadership talent of developing others will probably become even more critical. Finding qualified sales people is an ongoing struggle for many small businesses. Then keeping those sales people is the next challenge.

Sales Leadership 156

Sales Leadership Small Business Small Business Webinar Metrics 156

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MAY 7, 2012

Sales leadership in the 21st century is very much about you and your behaviors. How you view them and what you do speaks not only to your own values ( business ethics ), but more importantly to your own sales leadership, your self confidence and your self esteem. Do you fear your competitors? Share on Facebook.

Sales Leadership 161

Sales Leadership Industry Small Business Small Business 161

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JUNE 12, 2013

If we believe every human being has the capacity to be a leader, then for small businesses to achieve sustainable business growth requires developing sales leadership within their sales team. They, the small business owners or those in sales management, cannot create what already exists.

Sales Leadership 137

Sales Leadership Hiring Small Business Small Business 137

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NOVEMBER 20, 2012

With the holidays demanding more from those in sales leadership roles to increase sales, this talent of self management is probably what separates the successful crazy busy sales people and small business owners from the not so successful. ” (Source Innermetrix). .”

Sales Leadership 147

Sales Leadership Small Business Small Business Webinar Metrics 147

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MAY 14, 2013

Creativity within sales leadership is gaining traction. With potential customers more educated, top sales performers must have this creativity talent of being able to think on their feet so they can increase sales. Now some believe creativity and innovation go hand in hand. This may be so. ” (Source: Innermetrix ).

Sales Leadership 140

Sales Leadership Small Business Small Business Facebook 140

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MAY 8, 2012

Mention the word salesmen and honesty and those who believe in authentic sales leadership are already swimming upstream. There has been so much bad press ( Bernie Madoff) , negatively shared experiences about dishonest sales people (used car salespeople) admitting you are in a sales leadership role is for some a courageous action.

Sales Leadership 158

Sales Leadership Small Business Small Business Banking 158

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APRIL 26, 2013

How many times have we witnessed those in sales leadership or sales management roles “lost their cool? Leanne Hoagland-Smith is a heurist who looks to discover new ways to guide and support rapidly growing small businesses or those who wish to grow beyond their current employees as well as executives in chaos.

Sales Leadership 142

Sales Leadership Small Business Small Business Objections 142

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NOVEMBER 26, 2013

Believe it or not, sensitivity to others is also necessary for those sales leadership roles. ” The application of this sales leadership talent is through the decision making process. Yes being sensitive to others is essential in sales, small business and life in general. Share on Facebook.

Sales Leadership 158

Sales Leadership Sales Goal Small Business Small Business 158

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MAY 21, 2013

Enjoyment of one’s job is a necessary sales leadership talent. According to Innermetrix , this sales leadership talent of job enjoyment is simply defined as: “The feeling that one’s job is both fulfilling and rewarding and that it has a positive and useful benefit.” Share on Facebook.

Sales Leadership 134

Sales Leadership Small Business Small Business Face-to-face 134

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AUGUST 21, 2012

His immediate response was “I do not want to work with that business because I have observed some unethical behavior.” ” Having clients who understand and more importantly demonstrate this sales leadership talent of consistency and reliability does make my role as an executive coach much easier.

Sales Leadership 140

Sales Leadership Small Business Small Business Webinar Metrics 140

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OCTOBER 28, 2014

Having delivered hundreds of Innermetrix Attribute Indexes to small business professionals and top sales performers, this sales leadership temperament of elevated is not one I have come across. This internal temperament reflects these biases: Positive Self-Esteem. Positive Role Awareness. Negative Self Direction.

Sales Leadership 152

Sales Leadership Hiring Small Business Small Business 152

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DECEMBER 11, 2012

The end of the year or end of each quarter is when this sales leadership talent of realistic goal setting for others is usually rewarded or penalized. For those in sales management, the ability to set realistic goals for their sales teams is the first step to increase sales. ” (Source: Innermetrix).

Sales Leadership 138

Sales Leadership Small Business Small Business Webinar Metrics 138

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OCTOBER 14, 2014

As much as small business owners to sales managers would like to have their team demonstrating this sales leadership temperament of being dedicated, we know that is not reality. In reviewing my collected data from hundreds of small business professionals I found very few with this internal temperament.

Sales Leadership 137

Sales Leadership Small Business Small Business Facebook 137

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JUNE 18, 2013

Many in sales also share this talent of flexibility. In selling, these salespeople demonstrate this sales leadership talent of flexibility not with their bodies, but with their brains and minds. As noted previously, the sales leadership talent of flexibility is very much related to one’s ability to manage stress.

Sales Leadership 145

Sales Leadership LinkedIn Competition Webinar Metrics 145

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AUGUST 7, 2012

With some sales research suggesting up to 50% of all sales leads are not followed-up, there must be a process that is concrete (mentally solid) and organized to gather these sales leads. Otherwise , these potential customers are left handing on the sales leads vine, withering and eventually falling to the ground.

Sales Leadership 152

Sales Leadership Follow-up Small Business Small Business 152

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NOVEMBER 27, 2012

Maybe no other sales leadership talent is more misunderstood and more needed than self esteem. Just imagine how often those in sales may “beat themselves up” for failing to do this or that. P.S. To improve one’s self esteem begins by not fearing these 3 dirty words in business and being true to oneself.

Sales Leadership 140

Sales Leadership Small Business Small Business Energy 140

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MAY 4, 2012

A posting over at LinkedIn suggested that in leadership especially sales leadership you are defined by others and that is a good thing. ” People who truly care, who are not just in for the quick, gotta make a sale, close the deal and then adios baby, do know themselves far better than those pushy type sales people.

Sales Leadership 165

Sales Leadership Lead Rank Lead Scoring Small Business 165

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APRIL 10, 2012

Personal commitment is a necessary talent for those in sales leadership positions. Top sales performers know and demonstrate this sales leadership talent of personal commitment 24/7. If you wish to increase sales, consider having this talent assessed to better understand your current talents or strengths.

Sales Leadership 164

Sales Leadership Social Media Coaching Small Business 164

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MARCH 19, 2013

For those in any sales leadership role including the small business owners, the sales management team or the professional salespeople, the consistency to increase sales is the bottom line. This sales leadership talent is also closely connected to external and internal motivation.

Sales Leadership 144

Sales Leadership Lead Rank Lead Scoring Face-to-face 144

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DECEMBER 20, 2012

Leadership is so often focused at the executive level for small business as it should be. Yet for sales success, to be able to consistently achieve the small business goals to increase sales requires self leadership for every person on the sales team as well as those in sales management.

Small Business 127

Small Business Small Business Lead Rank Webinar Metrics 127

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JULY 29, 2014

Today begins understanding the 20 internal sales leadership temperaments with the first one being Negative. Having a negative sales leadership temperament is not good and one that probably should be identified before hiring. Share on Facebook.

Sales Leadership 143

Sales Leadership Hiring System Small Business 143

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AUGUST 14, 2012

Many times in seeking individuals with sales leadership talents the often overlooked one such as project and goal focus are potentially more responsible for the inability to increase sales. When we examine this sales leadership talent of project and goal focus, we can gain greater clarity as to its importance.

Sales Leadership 146

Sales Leadership Top of Funnel Lead Rank Lead Scoring 146

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JANUARY 14, 2014

Having an external emotional bias temperament of conformist for those in sales leadership roles is probably not necessarily being only part of the establishment. There are 3 biases that suggest this sales leadership temperament of conformist according to Innermetrix: Negative empathy. Positive practical thinking.

Sales Leadership 136

Sales Leadership Hiring System Small Business 136

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DECEMBER 10, 2013

Understanding our temperaments within our sales leadership activities are just as important as knowing our sales skills or talents. What I have come to learn is the emotional biases we have are potentially even more powerful for us if we wish to change our sales leadership behaviors. ” (Source: Innermetrix).

Sales Leadership 146

Sales Leadership Hiring System Small Business 146

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MARCH 11, 2014

Being a facilitator as one who guides the easy exchange of information makes sense as a viable sales leadership temperament. However, the sales training especially the sales onboarding process must provide the boundaries for the salesperson. Positive Practical Thinking. Negative Systems Judgment. Share on Facebook.

Sales Leadership 136

Sales Leadership Government Small Business Small Business 136

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NOVEMBER 6, 2012

In sales, in small business and in life, our attitude toward others provides tremendous insight into our individual character to even trustworthiness. Innermetrix defines this sales leadership talent as “the ability to maintain a positive, open and objective attitude towards others.”

Sales Leadership 131

Sales Leadership Exercises Small Business Small Business 131

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NOVEMBER 19, 2013

Being in small business is a two-sided sword. ” For those in any sales leadership role, this is where the talent of personal drive comes into action. Top sales performers have strong beliefs and feelings about the ongoing need to “achieve, accomplish or complete something. ” (Source: Innermetrix).

Sales Leadership 130

Sales Leadership Intent Small Business Small Business 130

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OCTOBER 21, 2014

Many of us probably would not think of the word indulgent when it comes to sales leadership. Yet this internal temperament may be a good fit for some specific small businesses. Sales Training Attribute Index Innermetrix Attribute Index role awareness sales leadership self esteem talent assessment'

Sales Leadership 130

Sales Leadership Small Business Small Business Facebook 130

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JULY 8, 2012

In sales leadership right is wrong when you: Ignore Your Gut Brain. How many times have you been told by business experts, sales trainers, small business coaches, organizational consultants and even your boss to do this or to do that? Yes sales leadership may be right and in that process also may be wrong.

Sales Leadership 130

Sales Leadership Coaching Small Business Small Business 130