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As a sales leader, you know the drill—metrics drive revenue. But with data flooding in from every direction—pipelines, sales reports, operations, and marketing—the real challenge is zeroing in on the key metrics that will guide your sales team toward success.

Take a look at the top performing sales organizations in your industry, and I bet you’ll notice a distinct vibe about them – they carry themselves differently from your “average” sales team and have a demeanor that just feels…different.

Here’s the secret: there are five game-changing traits that can transform the average sales team into an absolute powerhouse.

It’s the most wonderful time of the year. The time when we wrap up the remainder of 2023 with a nice little bow, and CEOs and executives start talking about “the number” for 2024.

If you’re the head of sales, you already know what gift you can expect from company leadership heading into the holidays. A shiny new sales number for 2024 that makes you scratch your head and think:

“Where did they come up with that?”

In the high-stakes world of sales, where every deal counts and uncertainty is the enemy, mastering the art of accurate sales forecasting is your secret weapon. Top-performing sales managers are 52% more likely to excel at planning and analyzing how team members should manage their pipelines

As CEOs and sales leaders, we all want to be optimistic about the potential in the sales pipeline. But the hard truth is — the pipeline usually contains a lot of garbage that must be cleared out before better opportunities can find their way in.

Being a successful business owner or a CEO doesn’t automatically make you a great sales manager.

Here is a simple and effective technique that gives sales leaders a strong indication about the potential for future success with a sales candidate.

You may have ideas to increase sales, or improve efficiency. Instead of wishing or complaining, learn how to manage up. Here’s a recent real-world example.

Horizon-Bradco has three divisions, four locations, and over 300 team members. They are industry leaders in commercial food equipment, refrigeration, and HVAC maintenance, repair, sales, and installation.

In 2021, we’re expecting a tidal wave of sales organization turnover. As sales leaders we need to be prepared, and perhaps take advantage of this dynamic as well.