How Remote Sales Managers Can Avoid Destroying Team Morale

micromanager, sales management

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

Book Review: “Selling is Hard, Buying is Harder”

Selling Is Hard Buying Is Harder

“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

3 Tips for Hiring A Coachable Salesperson

woman who looks coachable

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

7 Powerful Sales Questions for Winning More Deals

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

3 Simple Time Management Tips for Sales Managers

Hour glass for time management

Here are three simple time management tips for sales managers that can help managers to stop getting bogged down by distractions – so managers can focus more on high-value tasks- like sales coaching – that grow sales results.