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 … Read full article
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 … Read full article
“Selling is Hard, Buying is Harder” by Garin Hess. A counter-intuitive sales book that delivers solid how-to’s According to author Garin Hess, the key to success in sales is for salespeople to take charge of the buying process in order to help your customer sell for you. That’s a real role reversal. This book shares … Read full article
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 … Read full article
This article provides four questions that you can ask a sales manager to quickly judge if he or she is a great sales manager, or not. If you currently are a sales manager, ask yourself these four questions to assess your own sales management skills and areas for improvement. Do all of your salespeople implement … Read full article
This article describes the 5 biggest mistakes that new sales managers make, and how to avoid them
This article provides seven powerful sales questions along with the reasons why you should ask them. These questions can help you expand customer needs, shift your prospect’s focus from price to value and improve your understanding of the buyer’s thinking. The questions you ask your prospects are more important than anything you say. Here are … Read full article
5 essential selling skills that you need to know that can help you slow down to sell faster.
Effective sales managers focus on building more team accountability and performance. An accountable sales team is the byproduct of an effective sales manager who holds salespeople accountable for daily behaviors, activities, and results. Read this article to see how.
This article describes the phases of a sales cycle when a sales manager’s coaching can have the greatest positive impact on both the salesperson and your team’s win-rate.