Sales Coaching Should be a Sales Manager’s #1 Priority

Recently I was working with a group of sales managers and I posed this question- When you arrive at your office on a typical day what would you say is your #1 priority? Some of the answers I received were Reacting to my boss i.e. answering questions, following directives, etc. Prioritizing my day according to … Read full article

How to Manage and Lead your Millennial Salesperson

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

4 Tips for Sales Coaching & Leadership

Communicating clearly to your salespeople the specific behaviors and activities that you both want and need for sales success is essential for sales coaching. Here’s a quick exercise to test common understanding. Send out an email to your sales team and ask, “In regards to the first meeting with a new prospect, what specific behaviors … Read full article

How to be a bad sales coach

When we ask the participants in our training courses what “bad sales coaching” would look like, there is no shortage of answers. “Having inconsistent standards” …. “Tell you the problem but don’t help you work through the solution” … “Care only about results and not how we get them” … “Make you do exactly what … Read full article