TopLine Leadership Blog

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

Are Your Sales Managers Underperforming? Here’s Why

First, a disclaimer: I was a sales manager myself for many years, and think it is one of the most critical jobs in any company. It is also one of the most demanding. And having consulted with sales managers, VPs, and directors for the past two decades, I know the job pressures have only gotten worse. So I can imagine the gasps from sales managers when I say that companies [...]

April 26th, 2017|

The Best Way to Increase Your Sales Team’s Win Rate

I’ve become a strong champion of having companies convert their selling-focused sales funnel or CRM to a buying-behavior-focused model. By that I mean instead of tracking the steps of selling that your salespeople take (e.g., qualify, I.D. needs, present, etc.), they track the steps of buying that customers go through. There are many benefits to making this switch, all of which end up with better predictability and higher win rates [...]

April 20th, 2017|

What’s the Best Use Of Your Coaching Time?

A research report from the Sales Management Association (SMA) published in late 2015 concluded that coaching improvement is high-yield. The firms included in the research that were able to help their managers deliver high-quality coaching to salespeople realized annual revenue growth nearly 17% higher than those that did not provide good support for managers. The SMA report also confirms that effective sales coaching is a matter of both time (quantity) and [...]

April 13th, 2017|

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|
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