TopLine Leadership Blog

Home » TopLine Leadership Blog
  • How sales managers can turn around their troubled talent through coaching and training

How Great Sales Managers Turn Around Their Troubled Talent

Recently I was working with a team of sales managers and the question came up: “How do I handle a salesperson who sells a lot, but is uncoachable?”

It’s a common issue and one that sales managers must address. Success is contagious; unfortunately so is a lousy attitude.

Before talking with the team of sales managers about how to work with their trouble talent, I challenged them to look in a mirror […]

  • 5 sales coaching questions that will help your sales team better qualify leads

5 Sales Coaching Questions to Better Qualify Forecasted Deals

There’s no more frequent conversation between a sales manager and a sales rep than one that starts, “What are you going to sell this month?” And all too often, the rep’s projections come up frustratingly short of forecast. Here are five questions you can ask your salespeople to help you evaluate how much trust you should place in the accuracy of their forecasts. These questions will also help your reps […]

  • 3 strategies to help improve sales funnel accuracy

3 Strategies to Improve Sales Forecast Accuracy

The single most important issue in any sales organization is managing the funnel to achieve an accurate sales forecast. Let’s look at two ways this core issue is typically handled.

Company A’s funnel process uses one of the most common approaches to forecasting, orienting its sales funnel to the steps of its sales process: qualifying, opportunity identified, quotation provided, demonstration delivered, and negotiation/close. You know the drill. […]

  • motivation image

Motivation Coaching: Mastering the 1-on-1 Sales Coaching Conversation

One of the biggest issues that sales managers struggle with is sales rep motivation. Perhaps that’s why sales managers often ask me, “what can I say or do to get my salespeople more focused on achieving their sales goals?”

Personal motivators differ from one salesperson to another. There is typically a primary motivator and a secondary one for each sales rep on your team. Once you understand a person’s motivators you’ll want to incorporate them into your 1 on 1 conversations and other interactions.

As a start, before your meeting with your salesperson ask him/her to identify their “money goal” for the next 12 months, and what they need to sell in order to hit their money goal. Then during the conversation: […]

  • Senior salesperson using CRM

Getting Senior Salespeople to Use CRM

While seasoned salespeople are highly valued for their expertise, they can sometimes pose a challenge when it comes to change. Name any kind of change—in company structure, compensation, sales territories, product lines, ownership, etc.—and it’s likely that many seasoned salespeople hate it. It’s understandable to some degree. Successful salespeople have fine-tuned their techniques and are extremely reluctant to change anything about how they work.

It’s no wonder, then, that I often hear sales managers complain: “My seasoned salespeople haven’t yet bought in to using our company’s CRM system. What can I do about it?” […]

  • Measuring-tapeshutterstock_131320937-e1430917166669

4 Crucial Metrics for Measuring Your Sales Managers

As the saying goes, what gets measured gets done. How are you measuring your sales managers? One metric is, of course, “% of plan.” But you already know that.

Every sales manager wants to be provided with a clearly defined target. Give them a clear target and they will hit it. The trouble with providing them with only one metric focused on end results, such as “% of Plan,” is that sales managers can become very short-term focused. They will put their effort into chasing big deals instead of coaching. So your sales teams aren’t being built to last. […]

  • next-media-home-run-548x300

Can Your Sales Managers Teach Your Reps to Hit Home Runs?

Financial offerings warn that past performance is no guarantee of future success. Shouldn’t sales managers carry the same warning?

Too many companies tend to shoot themselves in the foot by investing the bulk of their training resources on their sales reps and ignoring training for those responsible for managing their reps’ performances. Star results as a rep don’t automatically translate into managerial success.

The fact is, most sales managers have never received formal sales management training. Untrained sales managers are a big reason rep training itself may fail to bear fruit, or more specifically, to impact sales results. That hurts your bottom line. […]

  • Businessman_Checking_time_590-548x300

5 Reasons Why Sales Managers Don’t Coach

Let’s do a countdown on the most common reasons I’ve observed about why sales managers don’t do enough coaching…
 5. They mistake “inspection” for “coaching.”
When I ask sales managers to describe what kind of coaching they do, a lot of them say they sit down once a month with each rep to discuss activity level, results, and deals in the hopper. They think that’s coaching. But it’s not. It’s “inspection”—looking at something after the fact!

The word “coach” is derived from the English word, “carriage” which means to transport someone from where they are now to where they want to go. Coaching is an on-going process of direction, teaching and support. It’s not a 1-on-1 conversation every now and then about numbers. […]

Load More Posts