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How To Build A Stronger, More Loyal Sales Team

I’ve asked thousands of sales reps to tell me about the best sales manager they’ve ever had. And I’ve heard many different answers, including “she cared about my success,” “he made me feel important,” “she had high expectations of me,” “he always listened to me,” “she inspired me to get better,” and “he was a great teacher.” What these answers all have in common is one thing: A rep’s favorite [...]

April 27th, 2017|

Are Your Sales Managers Underperforming? Here’s Why

An EVP of Sales for a Fortune 500 corporation retained me to help him understand why their company’s sales managers weren’t performing at a higher level. I discovered that while 80% of the company’s job description for the first-line sales manager position dealt with coaching and rep development, the sales managers I interviewed told me that they spent only 10% of their time at most on those tasks. So I [...]

April 26th, 2017|

The Best Way to Increase Your Sales Team’s Win Rate

I’ve become a strong champion of having companies convert their selling-focused sales funnel or CRM to a buying-behavior-focused model. By that I mean instead of tracking the steps of selling that your salespeople take (e.g., qualify, I.D. needs, present, etc.), they track the steps of buying that customers go through. There are many benefits to making this switch, all of which end up with better predictability and higher win rates [...]

April 20th, 2017|

What’s the Best Use Of Your Coaching Time?

A research report from the Sales Management Association (SMA) published in late 2015 concluded that coaching improvement is high-yield. The firms included in the research that were able to help their managers deliver high-quality coaching to salespeople realized annual revenue growth nearly 17% higher than those that did not provide good support for managers. The SMA report also confirms that effective sales coaching is a matter of both time (quantity) and [...]

April 13th, 2017|

Making Uncoachable Sales Reps Coachable

One common question I’m asked when I conduct sales management training sessions is about how to handle salespeople who do well selling, but are seemingly uncoachable. This is a common issue that needs to be addressed since, just as good attitudes are contagious, so are poor ones. Whenever I’m asked this question, I always first advise looking in the mirror. As sales managers, we must always remain aware that we [...]

March 9th, 2017|

3 Things Great Sales Managers Stop Doing

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 they haven’t done a single thing on their own To Do list. Sales managers’ time [...]

February 24th, 2017|

What Makes a Great Sales Coach?

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 internal drive to succeed, a great sales coach recognizes that it’s all about helping [...]

February 8th, 2017|

5 Things Sales Managers Should Do Now to Motivate & Inspire the Team

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 coach you ever had In the past, when I’ve asked participants in our sales [...]

January 10th, 2017|
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