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 because they’re tired of dealing with sales reps who refuse to listen to their advice. [...]
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 your coaching suggestions? Recently a sales manager told me that he was extremely frustrated by [...]
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 seven powerful sales questions to help you win every deal. “In addition to price, what [...]
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.
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