Sales Leadership Blog

Three Essentials for Correcting Poor Sales Rep Performance

Successful sales managers do not tolerate mediocrity. They set clear performance standards for salespeople, and then effectively apply those standards to correct poor sales performance.

Unsuccessful sales managers and successful sales managers are different in one important way: when unsuccessful managers become aware of poor sales rep performance, they take no action. By doing nothing managers are, […]

2018-01-16T11:33:39+00:00 January 9th, 2018|Sales Leadership Blog|0 Comments

How To Become A Better Observer of Sales Rep Performance

One of my mantras when working with sales managers is “prescription without diagnosis is malpractice.” And diagnosis takes observation.

That is, you cannot provide effective sales coaching if all you have to go on is your conversations with a rep or their monthly sales reports.

To correctly diagnosis performance issues, you need to observe a sales rep […]

2018-01-04T17:49:14+00:00 January 2nd, 2018|Sales Leadership Blog|0 Comments