Hiring the wrong sales leader or salesperson can seriously hinder your business in more than one way. Why aren't more companies taking the necessary steps to make sure their new person is right for their company?

Fewer vehicles are more potent in driving desired behavior than the one-on-one meeting you have with your salespeople. This is the salesperson's best opportunity to get your undivided attention and focus on the items which they may need assistance.

Do you ever wonder what the boss really thinks about you as the Sales Leader? Finding out what your boss thinks can be a delicate and challenging task. While most people fear the overly blunt, critical boss, an excessively nice or evasive boss can be just as frustrating. So here are the top three things your boss thinks about you.

In the business world, change is inevitable, but growth is not. Your growth depends on the strategies and execution plan you implement to make it happen. Growth strategy depends on your business’s goals and objectives. Read how you can grow.

Hunters and farmers aren't the only functions associated with salespeople. There are many roles and specific skills related to each position. The success of your sales team and their role can impact the success of your whole business. Read about each role and how they can excel at different things.

Every new year brings with it a fresh round of resolutions— some involve getting healthier, others include starting every meeting on time. You've made it through the first month of 2021; how are those goals going? Have you slipped up once or twice - ate that second piece of cake, or started a meeting 5 […]

Most assessments are used to gather relevant information about a person or candidate to find the best match for the role and organization and tend to measure interests, personality, and aptitude. Those measurements are great for hiring, but not great at determining the health of your sales team. A sales assessment analyzes and evaluates your […]

It's a new year, and whether 2020 was a good or bad year for your company should not change the fact that you want to drive sales growth in 2021. In the blink of an eye, new competitors emerge, products similar to yours are released, and before you know it, there's a race to get on top. Here are five ways to drive sales growth:

Set the Right Goal Setting the right goal for the year is the most important sale you will make. Not hitting that goal can cause your team to feel stressed out, possibly give up if they don’t think it is realistic, and impact their earning potential. It can also mean difficult conversations, smaller commissions, performance […]

Do you feel like 2020 lasted ten years instead of just one? If you do, you're not alone. With everyone anticipating a new year's turn, it can be difficult to keep your sales team engaged, especially with all of the zoom fatigue and pandemic burnout. As a leader, you can’t just rely on your team being intrinsically motivated, leaving it up to them to engage. Sometimes your team may be inherently motivated. But what happens when they aren't as engaged?

If they are not careful, it can take anywhere from three months to a year for a new sales leader to burn through all their political capital, and it's hard to gain it back when they do.

Coming into a new sales organization Mason as a sales leader has political capital. Political capital is defined as the trust, goodwill, and influence you have with organizations, teams, and individuals. It is also connected to the amount of "unbudgeted" spend you have. In layman's terms, your "pull."