by Shirin Danesh | Jan 27, 2021 | Agile Transformation, Long Read, Sales Transformation
About a year ago I published an article called “the Excel that saved my life”. It was a resource I created after many hours of time coming up with a way to quantify what an Agile practitioner does. I liked what I came up with so decided to put it online for...
by Shirin Danesh | Jan 9, 2021 | Agile Transformation, Sales Transformation
A – “They are going to drop the ball” → I need to keep an eye on everything (micro manager) B – “They are grown ups and senior” → I leave it to them to do what’s needed (hands-off manager) If you’re wanting to accelerate your sales...
by Shirin Danesh | Dec 30, 2020 | Agile Transformation, Quick Read, Sales Transformation
Are you an alpha leading in front of your pack? If you’re looking to create a sales team that has the freedom to go out in the wild yet still operate within a structure (so that your guys hit their targets) servant leadership might be a great approach for you. This...
by Shirin Danesh | Dec 30, 2020 | Agile Transformation, Long Read, Sales Transformation
For sales executives with the attention span of a gnat… How to read a book in two hours and remember it! 1- Write your burning question BEFORE you start the book. When you picked up this book [Imagine it in your hand] there was something that you wanted to work...
by Shirin Danesh | Dec 18, 2020 | Agile Transformation, Sales Transformation
A common mistake in buddying up is that once you pair your gun with your ‘gun-to-be’ that’s all that needs to be done. In reality, it’s easy to do this the wrong way and end up demotivating the gun-to-be instead of upskilling them. Imagine this scenario, you have a...
by Shirin Danesh | Dec 18, 2020 | Agile Transformation, Sales Transformation
Imagine this scenario; you are a top sales rep, great at closing deals and creative negotiations. Whenever you are at the table, you are seen as the subject matter expert or authority in the field. You come on board, build a pipeline from scratch and can run with it...
by Shirin Danesh | Dec 18, 2020 | Agile Transformation, Sales Transformation
Nothing is as dull as a Monday planning session where everyone is dragging their feet, nothing practical or tangible gets discussed, and everyone leaves because the time is up. I often wonder if sales leaders are aware of the effectiveness of their sprint...
by Shirin Danesh | Dec 18, 2020 | Agile Transformation, Sales Transformation
I was consulting in a SaaS company when a new head of product sales came onboard. One day, she told me she couldn’t manage her calendar anymore. She had a very large team, and there was nothing in place for her to be able to collectively bring the team together...
by Shirin Danesh | Aug 3, 2020 | Agile Transformation, Sales Transformation
You’ve recently moved into a leadership role in a new sales team. Things have changed in the company. There’s a lot of whining and complaining in the team you’re now trying to lead. Someone comes up to you and starts sharing their views on the...
by Shirin Danesh | Aug 3, 2020 | Agile Transformation, Sales Transformation
Some days you leave the office, look around you, and it feels like ‘just another day, another dollar’ among the team. No one is smiling, chatting, motivated – no one is happy. If it’s been a long, boring day (which is common in the current COVID environment), or...
