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 […]
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 […]
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 […]
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 […]
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 […]
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. […]
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 […]
Whenever I ask sales managers to describe their approach to coaching their highest producers, they almost uniformly have the same answer: hands-off! They tell me: “I may get involved when a big deal is nearing to close, but otherwise if a peak producer is doing well, why would I want to mess with a good […]
Recently during a workshop with a group of sales managers the question came up, “I just got promoted from sales rep to manager of the sales team. How do I make the move from being their buddy to being their boss?” Here are five suggestions:
1. Have your new boss make the promotion announcement in person, […]
If your sales team’s performance is not all that you think it should be, maybe you need to make some changes. Here are three mindsets for developing your action plan to transform your team’s performance.
You cannot tolerate mediocrity.
Every sales manager has one thing in common: a minimum producer. And the questions you have to ask […]