sales manager

Five Presidential Attributes Every Sales Manager Needs

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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

What Sales Managers Can Learn from a Great Basketball Coach

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Like many people, I couldn’t help but follow the exploits of the Villanova Wildcats in the most recent NCAA basketball tournament. And along with the rest of America, I was thrilled by the last-second 3-point shot that won Villanova the national championship. Their achievement impressed me so much that I decided to study up on … Read full article

Can Your Sales Managers Teach Your Reps to Hit Home Runs?

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Financial offerings warn that past performance is no guarantee of future success. Shouldn’t sales managers carry the same warning?

Too many companies tend to shoot themselves in the foot by investing the bulk of their training resources on their sales reps and ignoring training for those responsible for managing their reps’ performances. Star results as a rep don’t automatically translate into managerial success.

The fact is, most sales managers have never received formal sales management training. Untrained sales managers are a big reason rep training itself may fail to bear fruit, or more specifically, to impact sales results. That hurts your bottom line.

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5 Reasons Why Sales Managers Don’t Coach

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Let’s do a countdown on the most common reasons I’ve observed about why sales managers don’t do enough sales coaching”¦

 5. They mistake “inspection” for “coaching.”

When I ask sales managers to describe what kind of coaching they do, a lot of them say they sit down once a month with each rep to discuss activity level, results, and deals in the hopper. They think that’s sales coaching. But it’s not. It’s “inspection”—looking at something after the fact!

The word “coach” is derived from the English word, “carriage” which means to transport someone from where they are now to where they want to go. Coaching is an on-going process of direction, teaching and support. It’s not a 1-on-1 conversation every now and then about numbers.

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Sales Leadership Lessons I Wish I Could Have Given to My Younger Self

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Like most sales managers, I spent several years as a sales rep before promotion to a sales management position. Here’s what I know now that I wish I could have advised my newly-promoted self back in the day:

Your top sales rep may not be your best choice for promotion to sales manager

I had a sales manager opening to fill, and two quota-producing salespeople I was considering for the promotion. My top producer, Mike, was an exceptional salesperson. He had a “motor” that was 2nd to none and was consistently 120% of quota. He was highly competitive and incredibly hard-working. When Mike won a big sale he’d get very jazzed, but when he lost a sale he could get down in the dumps.

My #2 producer, Darren, consistently produced at 100-110% of quota. Darren was more even keel than Mike.

Naturally, I promoted Mike, my top producer because he sold more. It was a huge mistake!

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Sun Tzu’s Tip for New Sales Managers

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Ann spent years developing into a stellar sales rep for her employer, a tech company. She had a well-earned reputation for producing results far beyond expectations. Six months ago, they rewarded Ann’s hard work by promoting her to the position of sales manager.
Now, Ann tells me she’s working harder than ever before—and yet her team’s results are mediocre at best. My words of advice to her and other new sales managers come from Sun Tzu (The Art of War), the great Chinese philosopher. He wrote: “Eventually your strengths will become a weakness.”

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How to Determine ‘Coachability’ in the Sales Rep Candidate Interview

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Why waste time and resources hiring sales people who can’t or won’t grow on the job and end up taking up valuable space on your sales team?

Unfortunately, that happens far too often. It’s true that some reps are naturals and likely will succeed in almost all situations, but those self-driven top performers are more the exception than the rule. Most reps require sales coaching to attain top skills and performance — to thrive in your sales culture — and the time to determine a rep’s coachability is in the interview with the candidate, not way down the road.

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Hiring the Right Salesperson

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Perhaps no decision is more important for a sales manager to “get right” then the decision to hire a salesperson. Mistakes are very costly. Here are some suggestions for making your next new-hiring decision one that you will one day congratulate yourself for.

Can you see this candidate, after training and effective coaching, ranking in the top half of your sales team? If not, don’t hire the person.

Each hiring decision you make will have an impact on your team’s culture – and you need the impact to be extremely positive not negative.

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3 Daily Decisions Effective Sales Managers Make

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We’re near the end of 2014, which makes it a great time for self-reflection. What can you learn about how you managed yourself and your time this past year as a sales manager that could help you better manage your time and your team next year? To get started, think back over the past year and rate yourself on a scale of 1 (poor) to 5 (great) on the following three statements:

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