Upgrade the Attitude of Your Sales Team Now!

TopLine Leadership Sales Management Training

What is the sales performance problem? In a webinar I gave recently, 75% of the 150+ sales managers who attended indicated that a significant portion of the performance issues they face on their team are due to bad rep attitudes—or what I call a sales rep’s “willingness problems” (to contrast them with “skill deficiencies”). Why … Read full article

4 Crucial Metrics for Measuring Your Sales Managers

TopLine Leadership Sales Management Training

As the saying goes, what gets measured gets done. How are you measuring your sales managers? One metric is, of course, “% of plan.” But you already know that.

Every sales manager wants to be provided with a clearly defined target. Give them a clear target and they will hit it. The trouble with providing them with only one metric focused on end results, such as “% of Plan,” is that sales managers can become very short-term focused. They will put their effort into chasing big deals instead of coaching. So your sales teams aren’t being built to last.

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