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Upgrade the Attitude of Your Sales Team Now!

What is the sales performance problem?

In a webinar I gave recently, 75% of the 150+ sales managers who attended indicated that a significant portion of the performance issues they face on their team are due to bad rep attitudes—or what I call a sales rep’s “willingness problems” (to contrast them with “skill deficiencies”).

Why is the […]

September 6th, 2016|Sales Leadership Blog|0 Comments

Do Your Salespeople Know How to Get Better?

During a recent webinar I delivered for sales managers, nearly half (46%) of the 150+ participants said that they struggle with focusing too much on results. Sounds odd, doesn’t it, for sales managers to think they are over-focused on results?

Not really.

One person who knew a lot about winning was famed college basketball coach John Wooden. […]

July 29th, 2016|Sales Leadership Blog|0 Comments

Does Your Sales Team Need “More Cowbell”?

Recently I watched the famous Saturday Night Live skit “More Cowbell,” one of the Top 10 best skits of all time on SNL. It originally aired on April 8, 2000 and if you haven’t seen it lately or at all, watch it here.

The skit was a spoof on what was offered up as […]

June 23rd, 2016|Sales Leadership Blog|0 Comments

What Sales Managers Can Learn from a Great Basketball Coach

Like many people, I couldn’t help but follow the exploits of the Villanova Wildcats in the most recent NCAA basketball tournament. And along with the rest of America, I was thrilled by the last-second 3-point shot that won Villanova the national championship. Their achievement impressed me so much that I decided to study up on […]

May 19th, 2016|Sales Leadership Blog|0 Comments

What to Say to Your Demotivated Sales Rep

One of the biggest challenges sales managers face is what to say to a rep who has become demotivated and is stuck in a rut.

This is the salesperson who has, in the past, been a good producer and valuable team member, but who has recently developed a bad attitude, low will, and their production is […]

April 14th, 2016|Sales Leadership Blog|0 Comments

4 Crucial Coaching Questions for Pre Call Planning

In my most recent blog, I wrote about the perils of doing only (or primarily) performance reviews with reps, where you look at numbers after the fact. To see improved results, you have to get involved with their sales process much earlier on. That means being a better coach before they pick up […]

March 18th, 2016|Sales Leadership Blog|0 Comments

4 Pitfalls of Sales Performance Management that Depress Team Results

Sales managers are some of the busiest people I know. And most I talk to claim that they are doing “sales coaching.” When I ask them to describe what that means, they say they try to talk with reps at least once a month to review the previous month’s activities and results. If they get […]

February 25th, 2016|Sales Leadership Blog|0 Comments

2 Essentials for Sales Coaching Success

The priorities and approaches applied by your salespeople are shaped largely by your own priorities and approaches. What’s important to you will become important to them. The difference between an effective sales coach and an ineffective one can be seen in what they focus on and what they get their reps to focus on. Here […]

January 24th, 2016|Sales Leadership Blog|0 Comments

How a Good Sales Coach Gets Better

Often times, I have conversations with sales managers who are looking in the mirror. They feel comfortable that they can help their reps improve, but wonder how they do the same thing for themselves. What can they do to improve themselves? Here are three tips:

Check your commitment

Think about a great coach in your past. […]

January 7th, 2016|Sales Leadership Blog|0 Comments

Sales Managers’ Biggest Mistake Will Amaze You!

Earlier this year the Sales Management Association conducted research on sales coaching. One of the more interesting findings they identified was regarding what topics are likely to get discussed during a sales coaching conversation.

Of the 12 different topics listed, “identifying skill deficiencies” was ranked way down at #11 on the list! It fell well behind […]

December 19th, 2015|Sales Leadership Blog|0 Comments