TopLine Leadership Sales Management Blog

TopLine Leadership Sales Management Blog2018-10-19T11:43:25+00:00

Selected one of the “Top 50 Sales Blogs” by Top Sales World for 2018!

9Dec, 18

How to Confront an Under-Performing Salesperson

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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 [...]

7Nov, 18

5 Important Things Successful Sales Managers Do Differently

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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 [...]

20Aug, 18

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

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Every experienced sales manager knows how costly it is to make a bad hiring decision because that bad hire takes a lot of your time and attention and then doesn’t contribute anything. Here are six “must-have” techniques that successful sales managers can use when hiring salespeople. Ask for a “Memo of Understanding” from the Candidate A VP of Sales for a company with over 500 salespeople told me recently [...]

5Apr, 18

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

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I have a challenge for you. The next time you’re talking with your salespeople, ask them to describe the steps of your company’s sales process. Chances are, most of them will have an answer. Then ask, “What are the steps of a customer’s buying process?” If your company is like many others, the odds are good all you’ll see what I call the “dead fish look.” That’s because even [...]

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