Blog
Creating a Successful Sales Manager Coaching Program
Sales Manager Coaching Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown...
The New Sales Leadership Framework
New Sales Leadership Framework doesn’t change what sales leaders do to be successful. How they do it has changed for good.
Who’s Coaching the Coaches on Coaching?
In the post-COVID environment, coaching on F2F and virtual sales is a critical success factor. Who’s coaching the coaches on coaching?
Hiring Top Performers Post-COVID Recovery
The Hiring Process Post-COVID Should Consist of 4 Important Components
1. Fit Interview
2. Behavioural Interview
3. Virtual Selling Role Play
4. Scientific Assessment
Coaching Your Team Post-Covid Recovery
The most significant impact of COVID on salespeople was the shift from face-to-face to virtual sales calls. From being on the road to working from home. This was a painful transition for many sales reps. As a result, salespeople resisted having their sales manager join them on virtual sales calls.
Leading Your Team Post-COVID Recovery
How Can Sales Leaders Accelerate Their Sales Post COVID? To answer this question, we must understand what has changed in terms of customer expectations. The biggest impact of COVID was that salespeople were not able to meet customers face-to-face.
What Awesome Sales Leaders Are Doing to Lead Their Team to Succeed
Awesome Sales Leaders It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success. However, you know that where you put your...
Sales Manager Coaching Blunders Revisited
Sales manager coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders.
Top 10 Reasons to Set Goals
Any success story begins with a plan, a blueprint of sorts, outlining what you want to achieve and how you plan to achieve it. Essentially, that means setting goals. While the ultimate goal for sales teams is to attain weekly or monthly sales quotas, getting there may...
Strategy Execution Process
Strategy + Execution = Success. Then having a rigorous strategy execution process will help sales and marketing executives crush their sales.
Sales are Down… What is the Boss Going to Say? Nothing!
Sales are Down I always hated having to explain why sales are down. There is never a good answer. Sales executives and managers have no shortage of challenges. I can remember numerous times. I faced challenges when sales were off. One year in February we were...
The Sales Manager’s Success Checklist
Sales Managers' Success Checklist Do you have a success checklist to see if you are on track for a successful year? How can you assess if you are on track? It is far too early to look at sales early. Go through the checklist below and see how many items you have...
Quarterly Business Reviews – Drive Sales Performance
Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process, companies...
Become a Sales Coach
Become a Great Sales Coach Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven't been taught how to properly coach their staff. If a sales manager could transform into an elite, top-level...
Top 10 Sales Coaching Quotes
Top 10 Sales Coaching Quotes Sales is a team sport, and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its members. Effective sales coaching is about helping your salespeople get better at...
Executing with Excellence
Is Your Team Executing with Excellence? In this Executive Briefing, I will share the three steps to executing with excellence, Sales managers, sales executives, and sales and marketing executives; this message is for you. Do you spend hours, days and months building...
How to Achieve the Success You Desire
3 Steps to Achieving Success The challenge for most people is knowing how to achieve personal and professional success. Many people compare themselves to others to gauge how successful they are. The problem is that there will always be someone who has more...
7 Critical Sales Leadership Challenges
7 critical sales leadership challenges Let’s face it; sales leadership has become increasingly more difficult. Next year's sales objective is going up, and your budget is being reduced. You face challenges of doing more with less, increased competition, pricing...
The Fearless Sales Leader
Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create...
What Leaders Have to Say on Setting and Achieving Goals
The Power of Setting and Achieving Goals New Year resolutions are nothing more than rhetoric. Despite the initial eagerness you may feel for the goals you have set, that enthusiasm tends to wane over time, often leaving you right back to where you started....
10 Qualities of Great Executive Coaches
Are you considering hiring an executive coach? Here are 10 qualities you should look for in an executive coach.
5 Critical Sales Management Processes
The State of Sales Management Processes World-class organizations focus on having the best people, processes, and technology. Each of these contributing factors helps sales organizations drive sales and achieve their goals. VPs of sales have shared that their number...
The Key to Great Mid-Year Reviews
What Great Sales Managers Do? Many sales managers will be sitting down with their sales people over the next month or so to do mid-year reviews to gauge progress on objectives, business plans, and development plans. Sales managers spend a considerable amount of time...
Sales Management Case Studies: Coaching the Talented-Slacker
Meet Jane. Jane is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Jane’s in all companies. Jane is performance-driven, a very good coach and a people person. Each month Jane is put to...
The #1 Reason Why New Sales Managers Fail
Have you just been promoted into a sales manager role? The odds of failure are high! I am going to share why new sales managers fail.
Sales Leaders Are Losing
Sales Leaders Are Losing, only 50% are Setup to Crush Their Sales Numbers! Sales leaders are responsible for delivering company revenue targets. With companies investing a significant portion of their marketing mix in their sales force, sales leaders are under...
Developing Master Sales Coaches
Do you have a team of master sales coaches? Are your sales managers ready to crush it this year, or will it be another frustrating, mediocre 12-months? Most sales managers lack the skills, tools and methodology to coach their team effectively, so the reps try to 'wing...
