Don’t become a “rainbird coach.” I had a neighbor who would wait until his lawn had turned brown, and only then turn on his rainbird water sprinkler. I see a lot of sales managers who act the same way: they wait until there’s a meltdown before coaching their people. Far better for a lawn—and a … Read full article
Last time, I talked about the importance of having a plan if you want to develop an elite sales team. The first part of that plan should list specific actions you can take in the next 90 days to improve your teams overall performance. This might include showing your consistently poor performers to a clear … Read full article
Define Your Company’s Best Practices at Each Step of the Buying Process A featured article in Success Magazine and on The Training Industry website! A growth-oriented 10-year old telecommunications company with 350 salespeople worldwide had achieved a successful start-up by targeting a market niche with a quality product at a lower price-point. But competitors then … Read full article
Are you directive, or supportive? A bottom-line driver? Or a cheerleader type? A coach? Hopefully, you are a combination of all of the above. Being flexible is the key, and your flexibility needs to be rep-specific. Consider the skill and will of an individual salesperson. What does this rep lack: skill, will, or both? Once … Read full article
“The Single Biggest Sales Mistake” Identify the 4 Stages of Buying to Increase Sales September 19, 2011 – Reno, NV – More companies are increasing the quotas for sales people while win rates on new business are at an all-time low. Meanwhile, sales people are faced with an ever-changing landscape including increased product offerings from … Read full article
Most sales managers I know have a love-hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work. They hate the self-centered behaviors that demoralize or discourage the rest of the team. This puts the sales manager in a quandary. If they come down too hard, the … Read full article
I published an article early in 2011 about dealing with prima donna salespeople, and got a lot of feedback that the article was very popular online. One of the issues I pointed out in that article is that we sales managers often have a part in creating the prima donnas in the first place. How? … Read full article
If you’re like most sales managers, you’ve either just completed a round of quarterly reviews or have some just around the corner. Here are three questions you should ask each of your salespeople during your next one-on-one: 1. What are you getting from me that you like and find helpful? 2. What are you getting … Read full article
NEWS RELEASE –August 31st– Reno, NV -Â Â Â Â Topline Leadership, Inc. is announcing the release of a train-the-trainer program to accompany its innovative Slow Down, Sell Faster™ sales training. Â “Every salesperson today is being urged to make more sales faster,” says Kevin Davis, president of TopLine Leadership and author of the new Slow Down, Sell … Read full article
Don’t just dance with the one who brung ya! Most major purchasing decisions these days are made by a team of people. You can hit a lot of speed bumps if all your knowledge comes from only one customer contact. Identify all the decision makers on the buying team. Ask your contact, “What other key … Read full article