‘Whether the astronaut or the surgeon, both do continuous simulations to practice their skills and processes for a successful space mission or a successful surgery. In the B2B sales arena, we call these simulations “role plays.” Research shows that only 20% of sales organizations practice role plays on a consistent basis or as part of their training program (Janek).

Over the past 30 years I have observed and coached very successful B2B salespeople. Here are my observations on what characteristics, or competence, a world class B2B salesperson has to have to consistently win and exceed sales revenue targets.

Which came first, the salesperson or the egg? This is the enigma (or should I say the eneggma) of the evolution of the right salesperson. The mystery of finding, interviewing, hiring, growing, and retaining great sales people is critical to your success. Where do they come from?

Wow! It’s December already and time to reflect on 2022 and plan for 2023. We at ELAvate firmly believe not so much in “life balance” but a “wholesome life” that leads to less stress and more success. Begin by reviewing your 2022 by answering and reflecting on these questions.

I read the “Daily Drucker” every day and apply Peter Drucker’s wisdom to my job as a salesperson and sales manager. You see, I am an entrepreneur who is a businessperson that sells. My self-perception is not as an “employee” or “salesperson” but a self-directed manager of my career for a life of success in sales. I read the Daily Drucker to help me navigate my career with purpose and achievement in the marketplace.

January 2022 will soon be upon us and many sales teams will start the year with increased sales targets founded on the vision of a positive post Covid world. I recently received two research papers from Korn Ferry and Allego on the state of sales enablement and sales team productivity. In this blog I will focus on six research insights that may affect your sales team success and actions that can increase your sales team competitiveness.

Over the past 30 years I have observed and coached very successful B2B salespeople. Here are my observations on what characteristics, or competence, a world class B2B salesperson has to have to consistently win and exceed sales revenue targets.