Kevin F. Davis

About Kevin F. Davis

Kevin has more than 30 years of experience in sales. He has worked his way up from sales rep, to sales manager, to general manager, and is the author of “The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top.” The book is available for purchase on

The Costly Impact of Untrained Sales Managers

According to the Sales Management Association’s March 2016 Research Report titled “Sales Manager Training,” 41% of companies participating in the survey had allocated zero budget for sales manager training. And of the 59% who did have a budget, half of those companies were delivering only generic management training—nothing specific to leading a sales team.

By |2017-12-26T14:53:07-08:00October 12th, 2017|Sales Leadership Blog|0 Comments

Sales Managers Need to Stop Solving Their Reps’ Problems

A sales director contacted me to talk about an issue he’d noticed with his sales managers. “I was sorting my emails one morning and I saw that all the ones about problems with our accounts were originating from the sales managers not the reps. It was the managers who were taking action to resolve account problems. It’s like they owned the account, not the reps. That seemed backwards to me.”

By |2017-12-26T15:12:20-08:00October 11th, 2017|Sales Leadership Blog|0 Comments

Sales Managers Need To Prioritize This One Thing To Drive Revenue Growth

The executive sales team at a start-up company recently challenged my contention that sales managers should be spending as much (if not more) time on developmental coaching as they do on account management. But the critical piece of information missing from this logic is that developmental coaching is the best way to drive revenue growth.

By |2018-01-07T12:55:30-08:00September 21st, 2017|Sales Leadership Blog|0 Comments

How Do You Rate Your Sales Team’s Customer Focus?

There aren’t many companies today that sell a commodity, where price is the sole basis for a purchasing decision, or that have such a unique offering that they can name their own price. That means most of us fall into the arena where the way we sell and how closely we connect with a customer will play a big role in whether that customer decides to purchase from us.

By |2018-01-07T13:19:44-08:00September 5th, 2017|Sales Leadership Blog|0 Comments