“Great leadership is about giving your people both the direction and latitude to achieve the objective”. … read more →
The further you move in the sales organization you begin to realize that you have less impact on driving sales. Sales executives become further removed from the customer and the… read more →
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.
Research shows that the one thing that successful people always do is set goals. Below is a simple 5 steps process to help you start your year off with a focus on the outcomes you want.
If your goal is to be the #1 area/district then the question
is how are you going to make that happen?
Ask yourself, what do the best managers do better than the
average sales manager? What sales management activity drives sales performance?
Sales reps make their calls and sales managers do their field visits. That works as long as the business grows. Everyone gets high fives and there is no need to dig any deeper. But when sales are off, senior management starts asking questions. Sales managers struggle to come up with the answers and reps get nervous.