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So far TLL-Admin has created 106 blog entries.

Forget the Cape: How sales managers can thrive even if they aren’t superhuman

With the revenues of the company resting on their shoulders and the constant demands for their attention, sales managers often feel they have to be superhuman.

Unfortunately, we all know that’s not possible. That’s why sales managers have to develop skills that will help them focus themselves and their reps on what’s most important (meaning what […]

May 25th, 2017|Sales Leadership Blog|0 Comments

The Unexpected Secret to Improving Sales Team Coachability

In recent years, sales managers have become increasingly aware of the need to have sales reps who are coachable, who will listen to advice and continue learning and improving. I’ve discussed the topic several times, such as here.

Think of it this way: most likely, you were put into your position as a sales manager […]

May 18th, 2017|Sales Leadership Blog|0 Comments

Are You Making the Top 3 Sales Coaching Mistakes?

We all have made mistakes as sales managers. Yet, there are certain sales coaching mistakes that I hear about time and again in the my sales management workshops, mistakes that are damaging to team performance. These are the mistakes we would all be well served by eliminating from our behavior patterns today.

  1. Waiting Too […]
May 9th, 2017|Sales Leadership Blog|0 Comments

How To Build A Stronger, More Loyal Sales Team

I’ve asked thousands of sales reps to tell me about the best sales manager they’ve ever had. And I’ve heard many different answers, including “she cared about my success,” “he made me feel important,” “she had high expectations of me,” “he always listened to me,” “she inspired me to get better,” and “he was a […]

April 27th, 2017|Sales Leadership Blog|0 Comments

Are Your Sales Managers Underperforming? Here’s Why

First, a disclaimer: I was a sales manager myself for many years, and think it is one of the most critical jobs in any company. It is also one of the most demanding. And having consulted with sales managers, VPs, and directors for the past two decades, I know the job pressures have only gotten […]

April 26th, 2017|Sales Leadership Blog|0 Comments

The Best Way to Increase Your Sales Team’s Win Rate

I’ve become a strong champion of having companies convert their selling-focused sales funnel or CRM to a buying-behavior-focused model. By that I mean instead of tracking the steps of selling that your salespeople take (e.g., qualify, I.D. needs, present, etc.), they track the steps of buying that customers go through. There are many benefits to […]

April 20th, 2017|Sales Leadership Blog|0 Comments

What’s the Best Use Of Your Coaching Time?

A research report from the Sales Management Association (SMA) published in late 2015 concluded that coaching improvement is high-yield. The firms included in the research that were able to help their managers deliver high-quality coaching to salespeople realized annual revenue growth nearly 17% higher than those that did not provide good support for managers.

The SMA report […]

April 13th, 2017|Sales Leadership Blog|0 Comments

Making Uncoachable Sales Reps Coachable

One common question I’m asked when I conduct sales management training sessions is about how to handle salespeople who do well selling, but are seemingly uncoachable. This is a common issue that needs to be addressed since, just as good attitudes are contagious, so are poor ones.

Whenever I’m asked this question, I always first advise […]

March 9th, 2017|Sales Leadership Blog|1 Comment

3 Things Great Sales Managers Stop Doing

When I ask sales managers to describe a typical day, they often say that they come into the office at 8:00am with a good plan for the day, then at 8:05am a rep calls up or walks into their office and says “We’ve got a problem.” The next thing the manager knows, it’s 6:00pm and […]

February 24th, 2017|Sales Leadership Blog|0 Comments

What Makes a Great Sales Coach?

While being a good coach might not be a bad thing, a positive trend that I’m seeing in the sales managers with whom I work is an aspiration for greatness. Here are five key traits that separate a good coach from a great one.

1) External focus – While a good sales coach has a strong […]

February 8th, 2017|Sales Leadership Blog|0 Comments