Three Keys to Developing Sales Leaders

Our approach to developing sales leaders involves three critical dimensions:

The first is attitude. Many sales leaders focus solely on results and attaining quota. That’s absolutely important but it’s not nearly enough. We help sales leaders focus more on developing sales capabilities – looking at what the key leading indicators or activities sales people need to focus on in order to generate those results.

The second is skills. High-performing salespeople demonstrate great skills like questioning, listening, and handling objections. Sales leaders must demonstrate those same skills with their salespeople. Engaging their salespeople through great dialogue, listening, questioning, being able to handle difficult situations, and being able to facilitate effective feedback. Skills are really important for sales leaders, and we spend quite a bit of time practicing these skills with them.

The third is process. Sales leaders must demonstrate excellence in a few key areas around process. Key examples include:

  • Engaging team meetings. We really believe that weekly meetings offer the right cadence for sales teams
  • World-class, monthly, sit down, one-on-one conversations with salespeople
  • Weekly pipeline review conversations focusing on those key tactics and opportunities
  • Finally, work in the field through observational coaching

If sales leaders are demonstrating the right attitude, exhibiting the right kind of skills, and are engaging and focusing on the right activities, they’ll be high-performing.

Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America.
For more information, please call Scott at 416.424.2316

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About Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America. For more information, please call Scott at 416.424.2316

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  263. Hi there are using WordPress for your site platform? I’m new to the blog world but I’m trying to get started and create my own. Do you need any html coding knowledge to make your own blog? Any help would be greatly appreciated!

  264. Hi there! This is my first comment here so I just wanted to give a quick shout out and say I really enjoy reading through your blog posts. Can you recommend any other blogs/websites/forums that go over the same topics? Thank you so much!

  265. Hey I know this is off topic but I was wondering if you knew of any widgets I could add to my blog that automatically tweet my newest twitter updates. I’ve been looking for a plug-in like this for quite some time and was hoping maybe you would have some experience with something like this. Please let me know if you run into anything. I truly enjoy reading your blog and I look forward to your new updates.

  266. Hey! Quick question that’s totally off topic. Do you know how to make your site mobile friendly? My weblog looks weird when viewing from my iphone. I’m trying to find a theme or plugin that might be able to correct this problem. If you have any recommendations, please share. With thanks!

  267. It’s a shame you don’t have a donate button! I’d most certainly donate to this excellent blog! I guess for now i’ll settle for book-marking and adding your RSS feed to my Google account. I look forward to fresh updates and will talk about this site with my Facebook group. Chat soon!

  268. Hi, I think your blog might be having browser compatibility issues. When I look at your blog site in Ie, it looks fine but when opening in Internet Explorer, it has some overlapping. I just wanted to give you a quick heads up! Other then that, excellent blog!

  269. Im no professional, but I believe you just made an excellent point. You obviously know what youre talking about, and I can actually get behind that. Thanks for staying so upfront and so honest.

  270. Woah! I’m really loving the template/theme of this website. It’s simple, yet effective. A lot of times it’s challenging to get that “perfect balance” between superb usability and visual appearance. I must say you have done a superb job with this. Additionally, the blog loads extremely fast for me on Opera. Exceptional Blog!

  271. Hmm is anyone else having problems with the images on this blog loading? I’m trying to find out if its a problem on my end or if it’s the blog. Any feed-back would be greatly appreciated.

  272. Good post. I learn something new and challenging on sites I stumbleupon on a daily basis. It’s always interesting to read through articles from other authors and use something from other websites. |

  273. I am really enjoying the theme/design of your website. Do you ever run into any browser compatibility problems? A few of my blog visitors have complained about my site not operating correctly in Explorer but looks great in Firefox. Do you have any recommendations to help fix this issue?

  274. I’m really enjoying the design and layout of your blog. It’s a very easy on the eyes which makes it much more pleasant for me to come here and visit more often. Did you hire out a developer to create your theme? Great work!

  275. Woah! I’m really enjoying the template/theme of this site. It’s simple, yet effective. A lot of times it’s hard to get that “perfect balance” between superb usability and visual appearance. I must say you have done a amazing job with this. Also, the blog loads super fast for me on Opera. Superb Blog!

  276. Whoa! This blog looks exactly like my old one! It’s on a completely different topic but it has pretty much the same page layout and design. Outstanding choice of colors!

  277. When I initially commented I clicked the “Notify me when new comments are added” checkbox and now each time a comment is added I get four e-mails with the same comment. Is there any way you can remove me from that service? Thanks!

  278. Hi! I know this is kinda off topic nevertheless I’d figured I’d ask. Would you be interested in trading links or maybe guest writing a blog post or vice-versa? My blog discusses a lot of the same topics as yours and I feel we could greatly benefit from each other. If you happen to be interested feel free to shoot me an email. I look forward to hearing from you! Superb blog by the way!

  279. We absolutely love your blog and find the majority of your post’s to be what precisely I’m looking for. Do you offer guest writers to write content for you personally? I wouldn’t mind writing a post or elaborating on many of the subjects you write with regards to here. Again, awesome weblog!|

  280. Does your blog have a contact page? I’m having a tough time locating it but, I’d like to shoot you an email. I’ve got some suggestions for your blog you might be interested in hearing. Either way, great site and I look forward to seeing it expand over time.

  281. Hi there! I just wanted to ask if you ever have any problems with hackers? My last blog (wordpress) was hacked and I ended up losing several weeks of hard work due to no data backup. Do you have any solutions to prevent hackers?

  282. Hey! Someone in my Myspace group shared this site with us so I came to take a look. I’m definitely enjoying the information. I’m book-marking and will be tweeting this to my followers! Great blog and fantastic style and design.

  283. Hey this is kind of of off topic but I was wanting to know if blogs use WYSIWYG editors or if you have to manually code with HTML. I’m starting a blog soon but have no coding knowledge so I wanted to get guidance from someone with experience. Any help would be enormously appreciated!

  284. Hello there! I know this is somewhat off topic but I was wondering if you knew where I could locate a captcha plugin for my comment form? I’m using the same blog platform as yours and I’m having trouble finding one? Thanks a lot!

  285. Hi! Do you use Twitter? I’d like to follow you if that would be okay. I’m absolutely enjoying your blog and look forward to new posts.

  286. Write more, thats all I have to say. Literally, it seems as though you relied on the video to make your point. You obviously know what youre talking about, why throw away your intelligence on just posting videos to your blog when you could be giving us something enlightening to read?

  287. Today, I went to the beach front with my children. I found a sea shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She placed the shell to her ear and screamed. There was a hermit crab inside and it pinched her ear. She never wants to go back! LoL I know this is totally off topic but I had to tell someone!

  288. Have you ever considered about including a little bit more than just your articles? I mean, what you say is fundamental and everything. Nevertheless think of if you added some great pictures or videos to give your posts more, “pop”! Your content is excellent but with images and videos, this blog could definitely be one of the very best in its field. Great blog!

  289. Please let me know if you’re looking for a article writer for your weblog. You have some really good articles and I feel I would be a good asset. If you ever want to take some of the load off, I’d really like to write some articles for your blog in exchange for a link back to mine. Please shoot me an email if interested. Thank you!

  290. Greetings I am so happy I found your web site, I really found you by mistake, while I was looking on Askjeeve for something else, Nonetheless I am here now and would just like to say thanks a lot for a marvelous post and a all round enjoyable blog (I also love the theme/design), I don’t have time to read through it all at the minute but I have bookmarked it and also added your RSS feeds, so when I have time I will be back to read more, Please do keep up the awesome work.

  291. Today, while I was at work, my sister stole my apple ipad and tested to see if it can survive a 25 foot drop, just so she can be a youtube sensation. My apple ipad is now destroyed and she has 83 views. I know this is totally off topic but I had to share it with someone!

  292. Does your blog have a contact page? I’m having a tough time locating it but, I’d like to send you an e-mail. I’ve got some suggestions for your blog you might be interested in hearing. Either way, great blog and I look forward to seeing it expand over time.

  293. Its like you read my mind! You seem to know a lot about this, like you wrote the book in it or something. I think that you can do with some pics to drive the message home a bit, but other than that, this is magnificent blog. An excellent read. I will certainly be back.

  294. I do agree with all of the ideas you’ve introduced on your post. They’re very convincing and will definitely work. Nonetheless, the posts are too brief for novices. May just you please prolong them a bit from next time? Thank you for the post.

  295. My brother recommended I might like this web site. He was totally right. This post actually made my day. You can not imagine just how much time I had spent for this information! Thanks!

  296. I loved as much as you will receive carried out right here. The sketch is tasteful, your authored subject matter stylish. nonetheless, you command get bought an shakiness over that you wish be delivering the following. unwell unquestionably come more formerly again as exactly the same nearly very often inside case you shield this increase.

  297. I was curious if you ever considered changing the page layout of your blog? Its very well written; I love what youve got to say. But maybe you could a little more in the way of content so people could connect with it better. Youve got an awful lot of text for only having 1 or two pictures. Maybe you could space it out better?

  298. I’ve read several just right stuff here. Definitely worth bookmarking for revisiting. I surprise how a lot effort you place to create any such fantastic informative site.

  299. Hello would you mind stating which blog platform you’re working with? I’m looking to start my own blog in the near future but I’m having a difficult time selecting between BlogEngine/Wordpress/B2evolution and Drupal. The reason I ask is because your design and style seems different then most blogs and I’m looking for something completely unique. P.S My apologies for getting off-topic but I had to ask!|

  300. Very nice post and right to the point. I am not sure if this is actually the best place to ask but do you guys have any thoughts on where to get some professional writers? Thank you

  301. I absolutely love your blog and find nearly all of your post’s to be precisely what I’m looking for. Do you offer guest writers to write content for you? I wouldn’t mind writing a post or elaborating on most of the subjects you write concerning here. Again, awesome website!|