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 [...]
A book review of "Sales Differentiation"
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 [...]
Sales coaching can get over-complicated. Here are four easy sales coaching tips, any one of which can help you become a more successful sales manager.
We strive to provide you with sales management and sales training tools that are truly useful to you as a sales manager or salesperson.