My new book helps sales managers unlock hidden sales potential! When a company hits a sales slump, most look at the sales staff — but that’s a mistake, in my… read more →
The road to success for a sales manager is paved with potholes. You may be in a new senior role or have just become a new sales manager. In a… read more →
Sales Management Tip #12: Sales are Down… What is the Boss Going to Say? Sales managers have no shortage of challenges. I always hated having to explain why sales are down.… read more →
Coaching is the most important skill to effectively develop top sales performers. What I have found is that many sales managers have never learned how to be effective coaches. There… 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.