In sales, we can often become overwhelmed with the sheer size of the expectations that the company has of us, to the point where it can have a detrimental impact on people's thinking and therefore performance.

Are you constantly looking for opportunities where you can add value to your team and key stakeholders? Genuinely providing value. Exceptional Sales Leaders separate themselves from their competition through this approach - they are people of value who...

Irrespective of what happens, whether an event was within their control or out of their control, great leaders will take responsibility - period! They do not shirk the issue, they do not abdicate their responsibility and they certainly do not point the...

Jim Rohn was often quoted as saying 'discipline weighs ounces, but regret weighs tonnes'. As a sales leader, if we are to move towards becoming exceptional, we must be disciplined in a number of areas and never waiver from that discipline.

Are you making the development of your team a priority? If not, why not? One of the key responsibilities of a leader is to identify and develop other leaders, often to the point where they become better than you.

One of the key skillsets that sales leaders must develop is the ability to identify and solve problems. If there is one certainty in sales leadership life, it is that problems are inevitable. Our opportunity then is to help solve those problems in a wa...

Are you clear on why you became a sales leader? Was it because of the prestige that came with the role, or the responsibility, or was it something much deeper. Many sales leaders are in the role to claim the 'prize' - the number 1 sales team,

A follow on from yesterday's podcast around presenting a message. Too many people get caught up in nervousness around presenting, to the point where they would rather do anything else other than present. If nervous, focus on service,

Hands up who loves presenting in front of an audience? When I ask that question to groups, only a very small minority raise their hand. Most people would rather do anything else than present, and it doesn't have to be like that.

One of the most common challenges sales leaders face when leading their team is a lack of planning by their Account Executives, or sometimes at best, inconsistent planning. And this often leads to inconsistent results,