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TopLine Leadership Sales Management Training

5 Ways to Measure the Performance of a Sales Manager

This article provides specific and practical techniques for measuring the performance of your company’s sales managers. Perhaps no position in the sales organization has less accountability than the sales manager position—in part because many companies don’t know how to measure sales manager performance. For example, the primary (and sometimes only) metric most companies use to [...]

By |2021-03-09T10:03:03-08:00March 9th, 2021|Sales Leadership Blog|0 Comments

5 Sales Coaching Strategies for Maximizing 2020 Sales

Read this article to discover 5 sales coaching strategies for maximizing  2020 sales. Good, structured sales coaching has been found to increase win-rates by as much as 30%. High-quality sales coaching helps your salespeople better understand each sales opportunity, identify gaps in their thinking or approach, and develop more skillful plans of action. Here are [...]

By |2020-11-16T11:19:03-08:00November 16th, 2020|Sales Leadership Blog|0 Comments

Do Sales Managers Discriminate When Hiring Reps for “Cultural Fit?”

Surveys have found that 82% of managers worldwide consider culture fit one of their top priorities when hiring people. That matches my own experiences, leading me to this question: do sales managers unknowingly discriminate when hiring reps for culture fit? So I was intrigued when I recently read an article by Lauren Rivera, professor of [...]

By |2020-10-26T14:42:24-07:00October 26th, 2020|Sales Leadership Blog|0 Comments

How Remote Sales Managers Can Avoid Destroying Team Morale

For remote sales managers, this article describes three things you can do to improve the quality of your remote sales coaching. Better quality sales coaching is the key to improving your team's morale. One of the biggest fears that salespeople have with a remote sales manager is the fear of being micromanaged. According to the [...]

By |2020-09-03T12:12:43-07:00September 3rd, 2020|Sales Leadership Blog|0 Comments

3 Tips for Hiring A Coachable Salesperson

This article describes how to hire a coachable salesperson. Here are the tangible qualities that sales managers should look for during the interview process to accurately predict whether or not a sales candidate will be coachable. When hiring a salesperson, sales managers are increasingly telling me that they’re paying more attention to “coachability” — mostly [...]

By |2020-07-07T14:05:32-07:00July 7th, 2020|Sales Leadership Blog|0 Comments
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