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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|

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|

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|

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|

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|

Gaining the Sales Team’s Acceptance When You Get Promoted

Recently during a workshop with a group of sales managers the question came up, “I just got promoted from sales rep to manager of the sales team. How do I make the move from being their buddy to being their boss?” Here are five suggestions: 1. Have your new boss make the promotion announcement in person, if at all possible. The official announcement is symbolic of the transition from the [...]

October 30th, 2015|

3 Sales Management Mindsets for Maximizing Sales Team Performance

If your sales team’s performance is not all that you think it should be, maybe you need to make some changes. Here are three mindsets for developing your action plan to transform your team’s performance. You cannot tolerate mediocrity. Every sales manager has one thing in common: a minimum producer. And the questions you have to ask yourself are, “Is the current level of sales from my minimum producer acceptable [...]

October 8th, 2015|

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 [...]

September 14th, 2015|
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