5 Sales Coaching Tips that Are Easy to Implement
This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019.
How to Confront an Under-Performing Salesperson
Have you ever been frustrated by a thickheaded sales rep whom you’ve coached over and over again but they simply don’t get the message? Or by a sales rep who simply refuses to acknowledge that their behavior is a problem? Here are seven tips for how to confront an under-performing salesperson.
Timely: Act as soon as […]
5 Important Things Successful Sales Managers Do Differently
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 […]
Book Review: “Sales Differentiation” by Lee Salz
A book review of "Sales Differentiation"
Hiring Salespeople: 6 Must-Have Techniques for Making Better Hiring Decisions
Every experienced sales manager knows how costly it is to make a bad hiring decision because that bad hire takes a lot of your time and attention and then doesn’t contribute anything. Here are six “must-have” techniques that successful sales managers can use when hiring salespeople.
Ask for a “Memo of Understanding” from the Candidate
A VP […]
4 Easy Sales Coaching Tips to Improve Your Team
Sales coaching can get over-complicated. Here are four easy sales coaching tips, any one of which can help you become a more successful sales manager.
Sales Coaching Tips: Building a More Customer-Focused Sales Team
I have a challenge for you. The next time you’re talking with your salespeople, ask them to describe the steps of your company’s sales process. Chances are, most of them will have an answer.
Then ask, “What are the steps of a customer’s buying process?” If your company is like many others, the odds are good […]
Maximize the Impact of 1-on-1s with Sales Team Members
The goal I am championing includes re purposing one-on-one reviews with sales team members so they become a consistent, reliable component of a sales management system. When used this way, a monthly 1-on-1 turns into a developmental coaching conversation.
Coaching Sales Reps to Reach Higher-Level Decision Makers
A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price. Coaching sales reps to reach higher-level decision makers will make closing the sale more attainable
Book Review for “The Cadence of Excellence” by Matt McDarby
Matt McDarby's new book, "The Cadence of Excellence", is an outstanding book that every sales manager – and those who manage sales managers – should read. The book includes many real-life examples of leading companies that have refocused their sales managers toward a new, early stage and value-creating operating system.