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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 […]

April 27th, 2017|Sales Leadership Blog|0 Comments

Are Your Sales Managers Underperforming? Here’s Why

An EVP of Sales for a Fortune 500 corporation retained me to help him understand why their company’s sales managers weren’t performing at a higher level. I discovered that while 80% of the company’s job description for the first-line sales manager position dealt with coaching and rep development, the sales managers I interviewed told me […]

April 26th, 2017|Sales Leadership Blog|0 Comments

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 […]

April 20th, 2017|Sales Leadership Blog|0 Comments

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 […]

April 13th, 2017|Sales Leadership Blog|0 Comments

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 […]

March 9th, 2017|Sales Leadership Blog|1 Comment

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 […]

February 24th, 2017|Sales Leadership Blog|0 Comments

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 […]

February 8th, 2017|Sales Leadership Blog|0 Comments

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 […]

January 10th, 2017|Sales Leadership Blog|0 Comments

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 […]

December 5th, 2016|Sales Leadership Blog|0 Comments

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 […]

November 1st, 2016|Sales Leadership Blog|1 Comment