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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|

3 Tips for Hiring Great Salespeople

With the New Year just around the corner, many sales managers are thinking about what they can do to improve team performance in 2017. And for many, the answer lies in hiring new people. Every experienced sales manager knows that a bad hiring decision is costly in many ways. If you hire the wrong person, you’ve wasted time and attention that could have been spent elsewhere and you’re carrying an [...]

December 5th, 2016|

Five Presidential Attributes Every Sales Manager Needs

We are currently embroiled in a divisive election where each candidate harshly criticizes the weaknesses of the other. For a refreshing change, I decided to revisit the leadership attributes possessed by arguably our greatest president — Abraham Lincoln — and discuss why a few of Lincoln’s skills are so important for today’s sales managers to learn. Lincoln had no management experience, attended no more than one year of formal schooling, [...]

November 1st, 2016|

Upgrade the Attitude of Your Sales Team Now!

What is the sales performance problem? In a webinar I gave recently, 75% of the 150+ sales managers who attended indicated that a significant portion of the performance issues they face on their team are due to bad rep attitudes—or what I call a sales rep’s “willingness problems” (to contrast them with “skill deficiencies”). Why is the figure so high? I think poor attitudes are largely a problem of our [...]

September 6th, 2016|

Do Your Salespeople Know How to Get Better?

During a recent webinar I delivered for sales managers, nearly half (46%) of the 150+ participants said that they struggle with focusing too much on results. Sounds odd, doesn’t it, for sales managers to think they are over-focused on results? Not really. One person who knew a lot about winning was famed college basketball coach John Wooden. Coach Wooden and his historic UCLA dynasty won 10 NCAA championships in 12 [...]

July 29th, 2016|
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