While being a good coach might not be a bad thing, a positive trend that I’m seeing in the sales managers with whom I work is an aspiration for greatness. Here are five key traits that separate a good coach from a great one. 1) External focus – While a good sales coach has a … Read full article
We are currently embroiled in a divisive election where each candidate harshly criticizes the weaknesses of the other. For a refreshing change, I decided to revisit the leadership attributes possessed by arguably our greatest president — Abraham Lincoln — and discuss why a few of Lincoln’s skills are so important for today’s sales managers to … Read full article
I often get asked about coaching millenials—the youngest members of the sales force (under age 34), who are the fastest growing segment in today’s workforce. While sweeping statements about an entire generation can never be 100% true for any individual, there are a few factors that do separate millennial salespeople from both Baby Boomers and … 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
NEWS RELEASE –August 31st– Reno, NV – Topline Leadership, Inc. is announcing the release of a train-the-trainer program to accompany its innovative Slow Down, Sell Faster™ sales training. “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
TopLine Leadership Releases New Slow Down, Sell Faster! Sales Training Program TopLine Leadership is releasing a new sales program based on their groundbreaking sales model that teaches sales people how to get in sync with customer buying. Slow Down, Sell Faster gives salespeople an easy-to-use model for adjusting their sales behavior so they can connect … Read full article
About.com has posted a review of “Slow Down, Sell Faster!” From the review: “The book is best suited to B2B salespeople selling large-ticket items. Most B2C salespeople and small price, high-volume salespeople won’t get much from it. Davis teaches some excellent strategies on handling what he calls the Complex Buying Team: the group of decision … Read full article
Recently I was retained by a regional VP of sales for a large financial institution to evaluate the effectiveness of his team’s sale of investment advisory services provided to high-net-worth customers. He asked me to be a “mystery shopper,” and at his request, I met with one of his salespeople while posing as a high-net-worth … Read full article
Amazon.com Top 500 Reviewer: John Chancellor says… “In a number of ways this book takes a counterintuitive approach to selling. But as you read and understand the concepts behind Slow Down, Sell Faster you realize this approach is much more effective. The book is extremely well written and very easy to read.” Additional Reader Reviews … Read full article
My new book, Slow Down, Sell Faster is now published, and available anywhere books are sold in trade paperback. Order your copy from Amazon.com today!