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About Kevin Davis

Kevin Davis is president of TopLine Leadership, Inc., a leading sales and sales management training company serving clients from diverse sectors. He is the author of two books on sales effectiveness: “Slow Down, Sell Faster!” (Amacom, January 2011) and “Getting Into Your Customer’s Head” (Random House, 1996) Contact him at [email protected]

Keeping it Simple

In the new book Steve Jobs, author Walter Isaacson describes Jobs’ thought process in deciding on the name Apple for his new computer company. His choice was inspired by his association with his newest fruitarian diet and a visit to an apple farm. The concept of an apple farm sounded “fun, spirited and not intimidating,” […]

November 11th, 2011|Sales Leadership Blog|0 Comments

Maximize Your Sales Coaching Efforts

Here’s a suggestion for you to get more value out of every one of your sales coaching opportunities.

When I’m observing a salesperson interacting with a customer, my focus is to listen, observe, keep my mouth shut, and take notes. What “notes”? I make a list of the specific questions that I would have liked to […]

November 3rd, 2011|Sales Leadership Blog|0 Comments

Communicate Behavioral Expectations

The Wall Street Journal’s article on Monday by professor/author Robert Sutton, “How a Few Bad Apples Ruin Everything,” provides a good reminder for sales managers to clearly communicate their behavior expectations of their sales force.

As Sutton writes, “Having just a few nasty, lazy or incompetent characters around can ruin the performance of a […]

October 27th, 2011|Sales Leadership Blog|0 Comments

12 Sales Management Tips for 2012

  1. Don’t become a “rainbird coach.” I had a neighbor who would wait until his lawn had turned brown, and only then turn on his rainbird water sprinkler. I see a lot of sales managers who act the same way: they wait until there’s a meltdown before coaching their people. Far […]
October 18th, 2011|Sales Leadership Blog|0 Comments

What’s Your Plan for Developing an Elite Sales Team? (Part 2)

Last time, I talked about the importance of having a plan if you want to develop an elite sales team. The first part of that plan should list specific actions you can take in the next 90 days to improve your teams overall performance.

This might include showing your consistently poor performers to a clear crossroad: […]

October 6th, 2011|Sales Leadership Blog|0 Comments

Why You Need A Sales Playbook

Define Your Company’s Best Practices at Each Step of the Buying Process

A featured article in Success Magazine and on The Training Industry website!

A growth-oriented 10-year old telecommunications company with 350 salespeople worldwide had achieved a successful start-up by targeting a market niche with a quality product at […]

September 27th, 2011|Sales Leadership Blog|0 Comments

Becoming a Flexible Sales Manager

Are you directive, or supportive? A bottom-line driver? Or a cheerleader type? A coach?

Hopefully, you are a combination of all of the above. Being flexible is the key, and your flexibility needs to be rep-specific.

Consider the skill and will of an individual salesperson. What does this rep lack: skill, will, or both? Once you have […]

September 22nd, 2011|Sales Leadership Blog|0 Comments

TopLine Leadership Releases The Biggest Sales Mistake

“The Single Biggest Sales Mistake”

Identify the 4 Stages of Buying to Increase Sales

September 19, 2011 – Reno, NV – More companies are increasing the quotas for sales people while win rates on new business are at an all-time low. Meanwhile, sales people are faced with an ever-changing landscape including increased product offerings from competitors, the […]

September 19th, 2011|Sales Leadership Blog|0 Comments

How to Manage a Prima Donna

Most sales managers I know have a love-hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work. They hate the self-centered behaviors that demoralize or discourage the rest of the team.

This puts the sales manager in a quandary. If they come down too hard, the prima […]

September 15th, 2011|Sales Leadership Blog|0 Comments

Are You Creating Prima Donnas on Your Team?

I published an article early in 2011 about dealing with prima donna salespeople, and got a lot of feedback that the article was very popular online.

One of the issues I pointed out in that article is that we sales managers often have a part in creating the prima donnas […]

September 12th, 2011|Sales Leadership Blog|0 Comments