A few years ago I delivered a two-day workshop to the senior leadership of a 225-person sales organization. One of the several topics in the workshop was to debrief their individual “behavioral profile” assessments. Interestingly, all 7 executives had a similar profile – high dominance and high task orientation, low relationship-focus. When I pointed this … Read full article
As a sales manager you have a high activity level. You work hard every day to both direct and support the efforts of your sales team to produce sales results. But often, a manager’s high activity level can actually inhibit the development of the sales team. As author Steven Covey says so well in 7 … Read full article
Recently a prospect asked me to explain what I meant when I said that many sales managers would be more effective sales leaders if they used what I call “positive confrontation” with their salespeople. Positive confrontation is the discussion that a sales manager has with a salesperson in a timely manner, regarding an unsuccessful behavior … Read full article
As the leader of your sales team you, no doubt, place great emphasis on the achievement of sales results. And rightly so. But if a sales manager focuses exclusively on results, so to do your salespeople. An intense focus on results can distract everyone from the sales process, which is the all-important input side of … Read full article
A prospect who sells industrial products to power plants recently told me that his sales people were really good at selling features and benefits, but not so good at selling value. So, when a sales manager urges a salesperson to “sell value, not price” what does he or she really mean? The value of what … Read full article
In the new book Steve Jobs, author Walter Isaacson describes Jobs’ thought process in deciding on the name Apple for his new computer company. His choice was inspired by his association with his newest fruitarian diet and a visit to an apple farm. The concept of an apple farm sounded “fun, spirited and not intimidating,” … 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
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
What do you do with a prospect who says, “Show me what you’ve got” the moment you walk in the door? This is a very direct prospect who may have already spent considerable time analyzing his or her own needs, either alone or with your competitor. There are two ways to handle this situation. First, … Read full article