Something top performers – i.e. reps who hit 150% of quota – do twice as often as their peers? Research. Meaningful, deep research into their prospects to find out about their business, their interests, and what’s driving them, both intrinsically and extrinsically.

Sales is a business about people and getting the right talent is vital—companies must reconsider their talent strategies and the sales roles they need to continue to drive growth.

Learning and development (L&D) leaders face a plethora of challenges when planning, designing and developing sales enablement initiatives. Products and services are evolving faster than ever. Technology like artificial intelligence (AI), sales analytics software, customer relationship management platforms and sales collaboration and workflow tools are more entrenched across the sales cycle.

Managers today must balance their day-to-day work with multiple “ands,” such as delivering on quarterly objectives and thinking strategically. Given these numerous demands, managers tend to deprioritize their own career development. It doesn’t have to be that way. The more managers take control of their development, the better able they’ll be to avoid the common career mistakes that will get in the way of their growth. And the more their team members see the positive impact of investing in their career development, the more likely they are to do the same.

Too often, organizations view leadership in the context of hierarchy and, as a result, provide leadership training solely to formal managers. However, in today’s dynamic business environment, all employees would benefit from leadership training because, as Suzie Bishop, vice president of product development at The Center for Leadership Studies (CLS), explains, “Everyone is a leader. Everyone is influencing and being influenced.”

Albert Einstein said, “In the middle of difficulty lies opportunity.”

Not everyone sees things this way. Some are presented with tough problems or hard choices and throw up their hands in frustration. But viewing a challenge as an obstacle, rather than an opportunity, does not prevent us from having the problem – it only affects our ability to solve it.

Time is a valuable commodity in the world of business, especially for entrepreneurs. While business can change in an instant, there's one constant, solid thing, and that is time. The better you can learn to work with time, the better off your business will be in the long run. Here are four time management skills to help you maximize every minute of your workday.

Many large, multinational companies fail to reach and profit from middle-market customers. Yet the opportunity is enormous: In the U.S. alone, middle-market companies purchase more than $6 trillion a year in goods and services. Sellers with a big middle-market customer base can grow along with their clientele. The fundamental problem is that many multinationals don’t have a full-fledged strategy for selling to midsize companies, as they usually do for sales to enterprise and small business clients.

Some of my long-term problems had such simple solutions. If only I had thought of the obvious solutions first. For example: For decades, I could not drive for much longer than two to two and a half hours before my eyes would get so heavy that I risked falling asleep at the wheel. Day or night, year after year, all of our trips were based on how far I might have to drive. And then I discovered the solution. Sunglasses.

Sales leaders often default to a binary view when stratifying or tiering their customers, leading to the creation of two broad account categories — key accounts and “non-key” accounts. Many times, the “non-key” accounts are further stratified into sub-tiers focusing on different engagement strategies or resourcing models.

We’re in one of the most frustrating economies in recent memory. It’s not a full-on recession yet because, despite layoffs in tech, unemployment is generally low. But inflation is high, interest rates are high, and people aren't buying like they used to. And it's causing some serious sales slumps.

Do you want to make a positive difference in our world? It would be a dream come true to counter the anger and division that often surrounds us. As parents, there’s a way we can do it: by teaching empathy to kids. Teaching empathy to kids is as essential as teaching them to have good hygiene or nutrition.

The skills that can make you highly successful aren’t necessarily innate. You can practice them, and get better at them. That’s according to bestselling authors and leadership researchers Brené Brown and Simon Sinek, who sat down with Wharton organizational psychologist Adam Grant for a recent episode of his “ReThinking” podcast.

Brené Brown, bestselling author, researcher, and University of Houston professor, was surrounded by creativity as a child. “I grew up in a pink stucco house in New Orleans where my mom was always a maker. All the curtains in our house were homemade, and all the art in our house was from us kids. I had dresses that matched my mom’s that matched my dolls’.”

Einstein and Mozart were massively productive because they understood the value of easing back and chilling out. Modern theories of learning say that success is impossible without some degree of failure. Aim for the Goldilocks zone when setting a failure rate: roughly 16 percent.

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. But there are a couple of problems preventing them from doing so. First, many sales leaders rely on an outdated sales leadership approach.

Today, there is hardly any more popular topic than artificial intelligence (AI) — its current capabilities, its future possibilities, its benefits and dangers. While AI will certainly be helpful and impactful, not even experts and scholars know what the “AI revolution” will look like ten or twenty years from now, nor when the true “year of AI transformation” will be.

A study of B2B companies found that just one in 20 was able to consistently grow sales faster than sales and marketing expenses. As companies seek to cut costs in an uncertain economy, increasing this commercial productivity is a smart strategy. Research shows the three ways companies can do this are to refine the go-to-market model, turn every rep into an A player, and make sales and marketing support more efficient.

Managers launching a new initiative often try to start big. They work to gain approval for a substantial budget, recruit high-profile executives, arrange a big “kick-off” meeting, then look to move fast, gain scale, and generate some quick wins. But starting with a big kickoff campaign is more likely to activate resistance than it is to win over a majority. It’s also unnecessary. Decades of research shows that you don’t need to convince everybody for an idea to take hold. In fact, a significant minority is completely sufficient to create change.

Did you know that May is Mental Health Awareness Month? Now is a good time for our professional community to raise awareness around mental health and wellness issues. When you do, you’re helping to support successful employees, workplaces, organizations and society at large.