TopLine Leadership Sales Management Blog

TopLine Leadership Sales Management Blog2019-04-15T07:07:13-07:00

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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 [...]

19Feb, 18

Coaching Sales Reps to Reach Higher-Level Decision Makers

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A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price. Coaching sales reps to reach higher-level decision makers will make closing the sale more attainable

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