Ram Krishnan’s Post

Messing with the CEO is too much fun 😂 But what isn't fun is having to be on a sales team with unrealistic expectations. How leadership usually sets quota is based on market and financial shifts but is this the correct way to go about it if according to QuotaPath 91% of reps are missing quota each year? Leadership needs a mindset shift. Changing the way they look at the traditional reasons their team misses quota. Instead of looking at the overall "count" of the number of calls made, emails sent, etc. There are other activity factors to take into play that will allow reps to truly increase impact like deal follow up for example. So do sales leaders really understand what activities are impacting the bottom line and which are non revenue generating activities? Some might. But most don't.

Current and future sales leaders, I’m kicking off the week with some truth for you to consider. Here are 3 questions your best sales people are asking themselves right now (and you should act as if they always are) If the answer is “no” to any of these questions, that seller may view their role in your team as “just a job for now”, and may well be considering their options. Even if you’re new to sales, it doesn’t take long to figure out that sales isn’t just a job. Sales is all or nothing. So if some of your people are only “half in”, then they maybe actually be further ‘out’ than you realise. Talent growth and retention is critical to growing business and creating elite sales teams. It doesn’t happen by accident. As proactive sales leaders, what steps are you taking to ensure the answers to the 3 questions below stay firmly in the affirmative? #LeadProactive #salesleaders #sales #salescoaching

It's always important to be reminded leadership shapes culture through action, not just words. For sales teams, this means defining a shared purpose, modeling aligned behaviors, and creating meaningful rituals. Research shows these have significant influence on team morale and engagement. #salesleadership #salesteam #companyculture

A question I am often asked is "How do I reduce unhealthy competition between my sales reps". Firstly, you have to understand the source of conflict. In a sales team, if there is infighting it is most likely due to a scarcity mindset. A scarcity mindset is the thought and feeling that opportunities and resources are limited - therefore you must fight to the bone to survive. However, an abundance mindset is the thought and feeling that opportunities are endless. You can guess which one cultivates a harmonious team culture. 𝐇𝐞𝐫𝐞'𝐬 𝐡𝐨𝐰 𝐭𝐨 𝐜𝐮𝐥𝐭𝐢𝐯𝐚𝐭𝐞 𝐚𝐧 𝐚𝐛𝐮𝐧𝐝𝐚𝐧𝐭 𝐦𝐢𝐧𝐝𝐬𝐞𝐭 𝐢𝐧 𝐲𝐨𝐮𝐫 𝐭𝐞𝐚𝐦 𝐚𝐧𝐝 𝐚𝐯𝐨𝐢𝐝/𝐫𝐞𝐯𝐞𝐫𝐬𝐞 𝐮𝐧𝐡𝐞𝐚𝐥𝐭𝐡𝐲 𝐜𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐢𝐨𝐧: + Focus efforts and communication around creating pipeline coverage, not just closing deals. + Ensure teams have clear-cut territories and consistent territory planning tools to support them in building out opportunities prior to budget periods to reduce stress and drive momentum. + Celebrate wins AND losses and highlight that both opportunities are positive. After all, we learn more from losses than from wins. + Have clearly communicated activity metrics and celebrate choral the team to celebrate everyone in achieving them Simple leadership strategies like these go a long way. You can still drive competition, but make it the healthy kind and it will drive momentum forward. Cultivate the unhealthy kind and it will hinder collaboration, creativity, and productivity, as team members prioritise self-preservation over collective success. #sales #culture #leadership

Ever wondered why fractional executives often drive impactful change in sales teams? They possess a unique blend of urgency and understanding, with a limited time to make a mark. This creates trust and openness among reps, who see these roles as innovative rather than disruptive. Embrace the shift; let’s innovate without hesitation. Ready to learn more about how this dynamic works? #SalesInnovation #FractionalLeadership #BusinessStrategy #ChangeManagement #SalesTeam

📊 Our latest insights reveal a fascinating gap in perspectives and priorities between these key roles. While CEOs focus on overarching business strategies, sales leaders hone in on tactical execution and revenue generation. Understanding and bridging this gap is essential for fostering alignment and driving collective success. Ready to bridge the divide and propel your sales strategy? Let's navigate the State of Sales together! 💼  #StateOfSales #SalesStrategy #CEOLeadership #SalesAlignment

A question I am often asked is "How do I reduce unhealthy competition between my sales reps". Firstly, you have to understand the source of conflict. In a sales team, if there is infighting it is most likely due to a scarcity mindset. A scarcity mindset is the thought and feeling that opportunities and resources are limited - therefore you must fight to the bone to survive. However, an abundance mindset is the thought and feeling that opportunities are endless. You can guess which one cultivates a harmonious team culture. 𝐇𝐞𝐫𝐞'𝐬 𝐡𝐨𝐰 𝐭𝐨 𝐜𝐮𝐥𝐭𝐢𝐯𝐚𝐭𝐞 𝐚𝐧 𝐚𝐛𝐮𝐧𝐝𝐚𝐧𝐭 𝐦𝐢𝐧𝐝𝐬𝐞𝐭 𝐢𝐧 𝐲𝐨𝐮𝐫 𝐭𝐞𝐚𝐦 𝐚𝐧𝐝 𝐚𝐯𝐨𝐢𝐝/𝐫𝐞𝐯𝐞𝐫𝐬𝐞 𝐮𝐧𝐡𝐞𝐚𝐥𝐭𝐡𝐲 𝐜𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐢𝐨𝐧: + Focus efforts and communication around creating pipeline coverage, not just closing deals. + Ensure teams have clear-cut territories and consistent territory planning tools to support them in building out opportunities prior to budget periods to reduce stress and drive momentum. + Celebrate wins AND losses and highlight that both opportunities are positive. After all, we learn more from losses than from wins. + Have clearly communicated activity metrics and choral the team to celebrate everyone in achieving them. Simple leadership strategies like these go a long way. You can still drive competition, but make it the healthy kind and it will drive momentum forward. Cultivate the unhealthy kind and it will hinder collaboration, creativity, and productivity, as team members prioritise self-preservation over collective success. #sales #culture #leadership

Most sales leaders, founders and salespeople don't understand this 1 simple concept: Value is merely an equation. Value = Perceived Benefit / Cost If the Perceived Benefit (real or imagined) is greater than the Cost (not just monetary cost BTW), then there's value. It's just that simple. It's our responsibility as leaders to make sure our sales teams know this. And it wouldn't hurt for our Product and Marketing teams to know this too. :)

What does it take to be a great sales leader? In the realm of sales leadership, greatness is not defined by numbers alone but by the impact we have on our teams, our customers, and our industry. To be a truly inspiring sales leader, one must possess the following essential qualities: Vision & Strategy: A great sales leader sets a compelling vision and crafts strategic plans that inspire their team to achieve exceptional results. Communication & Empathy: Effective communication and genuine empathy form the foundation of strong relationships, driving collaboration and trust within the sales ecosystem. Team Engagement & Empowerment: Engaging and empowering your team members amplifies their strengths, fosters creativity, and leads to a shared sense of achievement. Innovation & Adaptability: Embracing innovation and staying adaptable to market trends and customer needs equips sales leaders to thrive in a rapidly evolving business landscape. Diversity & Inclusion: Valuing diversity and promoting an inclusive environment not only enriches perspectives but also strengthens connections with a wide range of customers. Integrity & Authenticity: Leading with integrity and authenticity builds credibility and trust, laying the groundwork for lasting relationships and sustainable success. Let's pave the way for a new era of impactful and inspiring sales leadership, where excellence is not just a goal but a way of life! #SalesLeaders #Empowerment #SuccessMindset

Can you teach Emotional Intelligence (EQ)? What about Social Skills that help you connect with others? Both can be improved significantly by developing better Self Awareness! Learning who you are helps you understand how you view the world verses those you interact with. To learn more about your Self Awareness listen to this short video below by Mike Fisher.