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What Sales Managers Can Learn from a Great Basketball Coach

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 Villanova’s coach, Jay Wright. Wright has said that when doing recruiting, he looks for players [...]

May 19th, 2016|
  • What to Say to Your Demotivated Sales Rep

What to Say to Your Demotivated Sales Rep

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 declining. There are two big issues here: People with bad attitudes, in most cases, [...]

April 14th, 2016|
  • 4 Crucial Coaching Questions for Pre Call Planning

4 Crucial Coaching Questions for Pre Call Planning

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 the phone or travel to see a customer or prospect. To make sure they are prepared to [...]

March 18th, 2016|
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4 Pitfalls of Sales Performance Management that Depress Team Results

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 too busy, they admit, sometimes these 1-on-1s are scheduled only when a rep has had [...]

February 25th, 2016|
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2 Essentials for Sales Coaching Success

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 are two sales coaching challenges and solutions that, when implemented, will help you become an exceptional [...]

January 24th, 2016|
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How a Good Sales Coach Gets Better

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. Got that special person in mind? What did he or she do that was [...]

January 7th, 2016|
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Sales Managers’ Biggest Mistake Will Amaze You!

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 topics liked “advancing a sales opportunity” and “crafting proposals” and even below the 10th-ranked [...]

December 19th, 2015|
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Why Many Top Salespeople Don’t Get Better

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 thing?” And that, I tell them, is why their top salespeople don’t get better! There’s [...]

November 13th, 2015|
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