There is no more difficult career transition than that which occurs when a salesperson becomes a new sales manager. Overnight, the salesperson has gone from being in control of his or her own destiny, to having his/her performance completely defined by the performance of others. This is a stressful time for new sales managers. Senior leadership is asking you, "Where are your team's results?" And as you start to work along [...]
“The Perfect Close Workbook” by James Muir provides a deep dive into one of the most important selling skills: how to conclude each meeting with an agreed-upon next-step that your buyer is strongly bought in to. When I started my career in sales I was taught to ask for the maximum level of customer action commitment at the end of each meeting. For example, “Can we schedule a demonstration?” The [...]
Strategic sales managers take time to think critically about the crucial role and responsibility they have for improving their team. Trouble is, most sales managers don't set aside time to think. They are so crazy-busy fighting daily "fires" that it’s easy to skimp on the strategic thinking front. Harvard guru Michael Porter defines "strategy" as doing things that set yourself apart from the competition. And the "competition" for you consists [...]
This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019.
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 you notice that the under-performing salesperson has failed to address a problem you’ve previously [...]
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 important things that successful sales managers do differently to achieve better sales coaching outcomes. Say [...]
We strive to provide you with sales management and sales training tools that are truly useful to you as a sales manager or salesperson.
Sales Management Training Workshop
November 6-7, 2019
Grand Sierra Resort, Reno, NV
Limited Seating, reserve your spot.