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It’s the most wonderful time of the year. The time when we wrap up the remainder of 2022 with a nice little bow, and CEOs and executives start talking about “the number” for 2023.

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 2023 that makes you scratch your head and think:

“Where did they come up with that?”

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.

For many, the whole concept of sales tech can be somewhat overwhelming and complex. We’ve curated a preferred salestech stack that meets the criteria of being effective, relatively easy to use, and affordable.

To be an effective sales leader, it’s not about your experience and talents as a salesperson. It’s about your ability to provide a clear process, the tools to be successful, and the ability to effectively convey that to your sales sales team. By doing that, you’re going to generate a number of benefits.

Sales leaders need to arm their team with real knowledge, real actionable intelligence, so that they can figure out and know before they hit the street, or jump on the phones, or get on a Zoom meeting.