TopLine Leadership Blog

TopLine Leadership Blog 2017-06-21T14:35:25+00:00

Giving Sales Rep Attitude Its Due

Last year, I delivered a webinar to combined audiences of 295 sales managers. One of the poll questions I asked was “what percentage of your performance problems do you think are due to poor attitude or ‘wills’?” The most common answer by far was “50-75%”— and overall, nearly 3/4s of the audience attributed a significant portion of performance issues to attitudes or wills. This data confirmed my suspicion that the [...]

June 22nd, 2017|

3 Steps To Achieving Impossible Sales Goals

David Epstein, author of The Sports Gene, devoted much of his career to studying the behavior of elite athletes and champions. In an interview he gave in conjunction with one of his TED talks, he discussed a pattern he noticed in how champions set their goals. The TED program had just had a segment about Diana Nyad, the first person to complete the swim from Cuba to the Florida Keys [...]

June 15th, 2017|

The Single Most Valuable Contribution of a Sales Manager

If I asked you what was the most valuable contribution you could make as a sales manager, what would you say? A client of mine, Jackie, spent years developing into a stellar sales rep for her employer, a tech company. She had a well-earned reputation for producing results far beyond expectations. They duly rewarded her hard work by promoting her to the position of sales manager. A few months into [...]

June 8th, 2017|

Proactive Sales Coaching Remedies Reps’ Self-Serving Bias

Within a few years of becoming a sales rep, I’d established myself as a top sales producer. So when I sat down with my boss for a monthly one-on-one meeting, I had the smugness of a top dog, sure that I was about to be praised. The meeting went quite different from expectations! My boss said he’d reviewed my activity reports and commented that I just wasn’t getting the same [...]

June 1st, 2017|

Forget the Cape: How sales managers can thrive even if they aren’t superhuman

With the revenues of the company resting on their shoulders and the constant demands for their attention, sales managers often feel they have to be superhuman. Unfortunately, we all know that’s not possible. That’s why sales managers have to develop skills that will help them focus themselves and their reps on what’s most important (meaning what will contribute most to revenue growth). Opportunities abound What you specifically have to work [...]

May 25th, 2017|

The Unexpected Secret to Improving Sales Team Coachability

In recent years, sales managers have become increasingly aware of the need to have sales reps who are coachable, who will listen to advice and continue learning and improving. I’ve discussed the topic several times, such as here. Think of it this way: most likely, you were put into your position as a sales manager because you have demonstrated great skills in the art and science of selling. Why would [...]

May 18th, 2017|

Are You Making the Top 3 Sales Coaching Mistakes?

We all have made mistakes as sales managers. Yet, there are certain sales coaching mistakes that I hear about time and again in my sales management workshops, mistakes that are damaging to team performance. Sales managers make these costly mistakes because they lack an understanding of how managing and leading a sales team requires a completely different set of skills than those that they perfected as salespeople. To learn more [...]

May 9th, 2017|

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|
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