The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

The Smart Approach to Prospecting

Prospecting – every salesperson knows how crucial a step this is to creating consistent sales and remaining profitable. Neglect prospecting and you may not feel the pain today, but the future will surely reflect your negligence!

Why then, do so many sales professionals claim to have “no time” to spend on this essential part of the sales process?

Your sales revenue problems may, in fact, be sales activity problems. And, the root of all sales activity problems is a failure to prospect consistently and efficiently.

Perhaps a smarter prospecting approach is required? I discuss this approach in this article.

Is Your Commission Plan the Problem?

This is one of the topics I will be covering at the Sales Summit Oct 4th at Dreamforce this year as I dive into the topic of Sales Acceleration.

Want to create and sustain a top-performing sales team and get the steady growth you need for your business? Rethink the relationship your sales team has with the money you pay them for what they do.

Conventional commission plans are at the heart of a problem that’s shockingly widespread in sales organizations today: underperforming salespeople remain employed far too long the the same workplace. Even worse: there remains a stubborn unwillingness to do anything about it.

Let’s look at how this happens, the reasons why it remains a problem, and how you can solve it. (more…)

Dreamforce Sales Summit 2016

I’m so excited to be presenting at the upcoming Dreamforce. Make sure you join me and the rest of the amazing line up of speakers at the Sales Summit on October 4th.

Join me in San Francisco on October 4th at 12:00 in Yerba Buena Salon 9! You can read the full agenda at

Picking Yourself Up

It’s been an exciting weekend at the Olympic track this week and no one better displays the Olympic spirit than the two middle distance runners Mo Farah from Great Britain (Gold medal men’s 10,000 meters) and Ethiopia’s 3000 metre steeplechaser, Entensh Diro.

In a true to life Chariots of Fire moment, Farah went down hard  half-way through his race, picked himself back up and went on to win. The last 2 laps are some of the best racing I have ever seen and (disclaimer, Farah is a track idol of mine) it’s no surprise I was yelling at the TV. (more…)

How to Be More Coachable | Sales Tips

In order for sales leaders to coach their team efficiently, the team must be coachable. How coachable are you?

Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

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