One of the trickiest times in coaching is when sales reps have been on your team for a few months. They’re starting to get a handle on how your process works, how to connect with customers, and how to value-sell your offerings. They are starting to produce results.
I recently ran across an article in Forbes from January 2016 called “15 Surprising Things Productive People Do Differently.” It was written by Kevin Kruse, based on 200 interviews he’d done with what he called “ultra-productive” people, including famous billionaires and business leaders.
As anyone knows who regularly reads my blog, I think the most important part of a sales manager’s job is the coaching they provide to sales reps. To make sure those conversations lead to lasting improvement (= more and bigger sales) and aren’t dismissed as Monday morning quarterbacking, here are 7 essentials for better sales […]
A universal problem I see in sales managers is an unconscious bias they bring to sale rep evaluation. Yes, they all look at the numbers, the monthly or quarterly results. But beyond the numbers, their judgment of how well a rep is doing is based in part on how much effort they’ve put into a […]
This blog is part of TopLine Leadership’s new series called Sales Coaching 101. On the first Tuesday of every month, we’ll cover a fundamental skill that helps sales managers interact more effectively with their sales reps.
Learning how to sell value is critical in today’s market. To be effective at this task, salespeople need to be […]
In my workshops with sales managers—former reps promoted into leadership positions—I always ask them to think back over their career and identify their “worst boss ever.” Here are the four most common types of managers that fall into that category and examples of their behaviors.
The Passive-Aggressive Manager — The most frequent “worst boss” that I […]
For the past 20-plus years, I’ve made it a habit to ask sales managers, “What is the biggest challenge you face in becoming the best you can be?”
The answer is always the same: not enough time.
The simple truth is that all of us have the same amount of time in a day. Yet some sales […]
As I’m sure you know from personal experience, the single biggest complaint that sales managers make is their lack of time for coaching their reps. Developing clear priorities and managing your time better is, of course, a big part of the solution.
A completely different tactic is summarized in a comment that a client recently made […]
According to the Sales Management Association’s March 2016 Research Report titled “Sales Manager Training,” 41% of companies participating in the survey had allocated zero budget for sales manager training. And of the 59% who did have a budget, half of those companies were delivering only generic management training—nothing specific to leading a sales team.
This is […]
A sales director contacted me to talk about an issue he’d noticed with his sales managers. “I was sorting my emails one morning and I saw that all the ones about problems with our accounts were originating from the sales managers not the reps. It was the managers who were taking action to resolve account […]