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 … Read full article

Hiring Salespeople: 6 Must-Have Techniques for Making Better Hiring Decisions

Hiring Salespeople

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Sales Coaching Tips: Building a More Customer-Focused Sales Team

Business person look at arrows, makes decision concept

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Maximize the Impact of 1-on-1s with Sales Team Members

1 on 1 reviews 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

Male pole vault athlete

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

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.