A universal problem I see in sales managers is an unconscious bias they bring to sale rep evaluation. Yes, they all look at the numbers, the monthly or quarterly results. But beyond the numbers, their judgment of how well a rep is doing is based in part on how much effort they’ve put into a […]
This blog is part of TopLine Leadership’s new series called Sales Coaching 101. On the first Tuesday of every month, we’ll cover a fundamental skill that helps sales managers interact more effectively with their sales reps.
Learning how to sell value is critical in today’s market. To be effective at this task, salespeople need to be […]
In my workshops with sales managers—former reps promoted into leadership positions—I always ask them to think back over their career and identify their “worst boss ever.” Here are the four most common types of managers that fall into that category and examples of their behaviors.
The Passive-Aggressive Manager — The most frequent “worst boss” that I […]
For the past 20-plus years, I’ve made it a habit to ask sales managers, “What is the biggest challenge you face in becoming the best you can be?”
The answer is always the same: not enough time.
The simple truth is that all of us have the same amount of time in a day. Yet some sales […]
As I’m sure you know from personal experience, the single biggest complaint that sales managers make is their lack of time for coaching their reps. Developing clear priorities and managing your time better is, of course, a big part of the solution.
A completely different tactic is summarized in a comment that a client recently made […]
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.
This is […]
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 […]
This blog is part of TopLine Leadership’s series called Sales Coaching 101. On the first Tuesday of every month, we’ll cover a fundamental skill that helps sales managers interact more effectively with their sales reps.
Many salespeople miss the mark in their proposals and presentations. They’ve been taught that they want to position their company as […]
New sales reps are usually excited about their new job and enthusiastic about learning what they need to do in order to succeed. However, they are also prone to think they know more than they really do! Your coaching challenge is to help develop their expertise to a point where it justifies their confidence.
- Ensure […]
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.
The message I got from the executives was: “We’re a young company. We can’t do anything if we don’t have immediate revenue […]