In this video, Fred Diamond, Director and Co-Founder of The Institute For Excellence in Sales, describes three of the top challenges faced by today’s sales leaders.

“At the Institute for Excellence in Sales, we spend a lot of time speaking with sales leaders around the globe about the challenges that they face. There’s a couple of things that come to mind.”

Hiring the Right Talent
“One is, the challenge of getting talent, especially at the highest level. Recruitment is a big challenge. So we try to help them figure out ways to tap into the resources and present their company a true supporter of the sales process.

A lot of sales professionals want to know that they’re going to be supported. Does my company trust the sales process? Do they respect the sales professional? So how do you demonstrate that in order to be able to recruit better players, if you will.”

Coaching at a Higher Level
“Secondly, we find that a lot of young sales professionals want to learn from their sales leaders. How can you be a better teacher? How can you help them get better at the art and science of selling? What type of mentorship, what type of examples, can you do?”

Providing a Trusted Network
“And thirdly, we find that sales leaders want to build into and tap into trusted networks. They want to work with other successful sales professionals, especially at the level where they are. What can they learn from each other? How can they talk about some of the challenges that they’re facing?”

Those are three challenges we’ve heard about and discussed with today’s sales leaders – the ability to recruit, the ability to train, motivate and educate your sales professionals, and finally, find trusted, supportive networks so that you can grow as a selling professional and leader.




Carrie Brown
Author:
Carrie Brown, Marketing & Demand Generation Consultant

Carrie Brown works with SPI as a marketing and demand generation consultant. With experience in copywriting, graphic design, and web development, Carrie uses her skill set to create and implement effective marketing strategies and campaigns for clients.

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