Kevin F. Davis

This article describes the phases of a sales cycle when a sales manager’s coaching can have the greatest positive impact on both the salesperson and your team’s win-rate.

Here are three simple time management tips for sales managers that can help managers to stop getting bogged down by distractions – so managers can focus more on high-value tasks- like sales coaching – that grow sales results.

There is no more difficult career transition than that which occurs when a salesperson becomes a new sales manager. Overnight, the salesperson has gone from being in control of his or her own destiny, to having his/her performance completely defined by the performance of others. This is a stressful time for new sales managers. Senior leadership … Read full article

“The Perfect Close Workbook” by James Muir provides a deep dive into one of the most important selling skills: how to conclude each meeting with an agreed-upon next-step that your buyer is strongly bought in to. When I started my career in sales I was taught to ask for the maximum level of customer action … Read full article

Strategic sales managers take time to think critically about the crucial role and responsibility they have for improving their team. Trouble is, most sales managers don’t set aside time to think. They are so crazy-busy fighting daily “fires” that it’s easy to skimp on the strategic thinking front. Harvard guru Michael Porter defines “strategy” as … Read full article

This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019.

Successful sales managers recognize that while they likely have the best sales skills of anyone on their team, the key question is not how good a salesperson they are. Instead, the crucial question is how effective that sales manager is at coaching salespeople to learn what the manager already knows about selling. Here are 5 … Read full article

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