Kevin F. Davis

About Kevin F. Davis

This author has not yet filled in any details.
So far Kevin F. Davis has created 134 blog entries.

Does Improved Productivity Start with You or Your Team?

Andy Paul, the host of the sales improvement podcast Accelerate!, reminded me on a recent interview about how sales managers are constantly being told to “improve the productivity of their sales team.” Then he asked me whether that improvement should start with the individual salespeople or with the sales manager.

My answer is that it […]

2017-07-25T14:10:38+00:00 July 25th, 2017|Sales Leadership Blog|0 Comments

3 Habits of a Great Sales Coach

One question I ask in all my seminars is “what is ineffective coaching?” Participants have no trouble coming up with lots of examples. They talk about managers who wait too long before addressing a problem, those who do all the talking and no listening, and those who do not attempt to gain buy-in for needed […]

2017-07-11T13:37:05+00:00 July 11th, 2017|Sales Leadership Blog|2 Comments

3 Essential Steps For Improving Attitudes On Your Sales Team

As I wrote about last week, the majority of sales managers recognize the importance of attitude or “wills” in determining sales rep success. But few have been taught how to identify, evaluate, and coach attitudes.

Here are three steps that are essential for moving in that direction.

Step 1: Identify the behavioral aspects of a “great […]

2017-06-30T09:39:58+00:00 June 30th, 2017|Sales Leadership Blog|0 Comments

Giving Sales Rep Attitude Its Due

Last year, I delivered a webinar to combined audiences of 295 sales managers. One of the poll questions I asked was “what percentage of your performance problems do you think are due to poor attitude or ‘wills’?”

The most common answer by far was “50-75%”— and overall, nearly 3/4s of the audience attributed a significant portion […]

2017-06-22T14:03:17+00:00 June 22nd, 2017|Sales Leadership Blog|1 Comment

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 […]

2017-06-01T11:00:10+00:00 May 25th, 2017|Sales Leadership Blog|0 Comments