by Scott Edinger | May 5, 2015 | Leadership, Sales
In a survey I conducted a few years ago at a Fortune 100 telecommunications company, I found an interesting contrast: Sales leaders report that they provide considerable coaching to employees and score themselves high. Sales leader direct reports responded by saying...
by Scott Edinger | Feb 4, 2015 | Leadership, Sales
Listen to Scott’s interview on the qualities required for sales leadership with RainToday Editor Michelle Davidson. Discover why sales leadership is the toughest job in business and why having great selling skills is just part of the equation.
by Scott Edinger | Sep 26, 2014 | Sales
When you graduate from college with a degree in communication studies and rhetoric, the business world can look very confusing. Unsure of where I fit in, I explored options. Many friends suggested sales. I was doubtful. I worried that being in sales would not carry...
by Scott Edinger | Jun 30, 2014 | Sales, Strategy
A couple of months ago I was having dinner with Neil Rackham, sales guru, and mentor of mine. We talked about recent changes in the nature of sales and sales management, and agreed that companies with a sales oriented culture would have a source of significant...
by Scott Edinger | Nov 22, 2013 | Leadership, Sales
As an executive vice president for sales, I spent countless hours reviewing, examining, and analyzing the sales forecast for my company. I required the managers who reported to me to do the same. And that’s what they asked their reps to do, too. We weren’t alone....
by Scott Edinger | Sep 30, 2013 | Leadership, Sales
Too many sales leaders fail to leverage the most powerful competence that allows them to grow and scale their business: managing their involvement in sales cycles. A sales leader’s greatest value is to improve the performance of their sellers and build sales...
Recent Comments