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 […]
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 […]
News flash – your team’s sales quota is about to go up, not down. So the question you should be asking yourself is, “how can I motivate and inspire each of my salespeople to produce at higher levels?” Here are five sales management strategies you can use to achieve consistent revenue growth:
1. Emulate the best […]
With the New Year just around the corner, many sales managers are thinking about what they can do to improve team performance in 2017. And for many, the answer lies in hiring new people.
Every experienced sales manager knows that a bad hiring decision is costly in many ways. If you hire the wrong person, you’ve […]
We are currently embroiled in a divisive election where each candidate harshly criticizes the weaknesses of the other. For a refreshing change, I decided to revisit the leadership attributes possessed by arguably our greatest president — Abraham Lincoln — and discuss why a few of Lincoln’s skills are so important for today’s sales […]
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 […]
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?
One person who knew a lot about winning was famed college basketball coach John Wooden. […]
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 […]
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 […]