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Priority Checklist: Are You a Proactive or Reactive Sales Manager?
Time management is a critical component in sales. As the old adage goes, time is money. But, do you know if you are a proactive or reactive sales manager? We have devised a list of questions and common...
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How to Recognize Year End Sales Achievements and Motivate Your Team
The end of the year is fast approaching and your Annual sales numbers are solidifying. It’s time to ask yourself: Does one or more of your sales reps stand out from the pack? Does this rep possess...
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Where Should You Spend Your Sales Coaching Time?
As a sales manager, if you are managing your time well, and balancing priorities enough to be coaching your reps –congratulations!! A big dilemma faced by most sales managers, though, is how to coach...
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7 Tips for Confronting Problem Performers on Your Sales Team
One of the most difficult situations sales managers face is how to confront problem performers in a way that gets them to change their ways, and become more successful. I define a problem performer as...
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3 Critical Skills New Hires Lack
The best sales managers know how to hire enthusiastic people who have the right attitude and want to take advantage of a great opportunity. But even the best new hires usually lack many key skills....
View ArticleFour Habits of Great Sales Coaches
Effective sales coaching is the daily investment you make in developing the success of others. Here are four habits that the best sales coaches work into their daily routine: Share your real-life...
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How Untrained Sales Managers Impact Sales Growth
Many companies spend heavily in sales rep training, but are sometimes disappointed when they see little impact on sales growth. Ironically, lack of results from sales training can often be traced to a...
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What External Factors Motivate Salespeople?
Many sales managers with whom I have worked believe that motivation comes solely from within, not from external factors. Managers who think this way disconnect from the idea that they have an impact on...
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Hiring Tips for a Sales Manager Position
Far too many times I have had SVPs and CEOs report to me that the only thing they paid much attention to when hiring sales directors and managers was whether the candidate had a successful portfolio in...
View ArticleTrust, but Verify to Win More Forecasted Deals
One of the biggest frustrations sales managers have occurs when deals forecasted by salespeople to close – don’t close. What’s the problem here? Both salespeople and sales managers are optimists by...
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A Sales Coach Learns from Others How to be Great
How you have been managed by others influences how you manage your sales team today. No doubt, you have learned to lead others largely from your previous experiences – from both the best and worst...
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Four Simple Tips for Better Sales Coaching
Looking for practical advice on how to do more and better sales coaching? Here are four tips to get you started. 1. Stop doing e-mail first thing in the morning. Instead, coach somebody. You know what...
View ArticleA Tale of Two Sales Funnels
This is a story about two companies’ sales funnels. One company has a sales funnel that improves win rates, the other doesn’t. “Company A” uses the most common approach, orienting its sales funnel to...
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Why Salespeople Don’t Use CRM & What to Do About It
Albert Einstein had a sign on his office wall: “Not everything that counts can be counted, and not everything that can be counted counts.” Albert should have been in Sales Operations, because his sign...
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Boost Sales Team Morale in 3 Weeks
How do you boost sales team morale in just 3-weeks? Recently a Sales VP who had just attended one of my Sales Coaching & Leadership Workshops asked me that very question. He was under a lot of...
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3 Habits of a Great Sales Coach
A lot of companies approach us with the question of how they can develop great sales coaches. Among other ideas we discuss, I focus on three sales manager habits that I know constitutes “great”...
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Creating Your Coachable Sales Team
What is coachability? When I ask sales managers in my sales management workshop this question most of the time there is confusion as to the correct definition of coachability. Just because a...
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Two Sales Coaching Strategies to Boost Sales Performance
Recently I conducted a webinar for a large company whose sales managers had completed our Sales Coaching & Leadership Workshop a few months earlier. I started by asking them, “What is the most...
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What Kind Of Sales Manager Would Abraham Lincoln Be?
The Thanksgiving Holiday in the United States was passed into law by President Lincoln in 1863 so now is as good a time as any to reflect on our 16th president. I recently read a couple of books on...
View Article3 Daily Decisions Effective Sales Managers Make
We’re near the end of 2014, which makes it a great time for self-reflection. What can you learn about how you managed yourself and your time this past year that could help you better manage your time...
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Hiring The Right Salesperson
Perhaps no decision is more important for a sales manager to “get right” then the decision to hire a salesperson. Mistakes are very costly. Here are some suggestions for making your next new-hiring...
View ArticleSales Leadership Lessons I Wish I Could Have Given To My Younger Self
Like most sales managers, I spent several years as a sales rep before promotion to a sales management position. Here’s what I know now that I wish I could have advised my newly-promoted self back in...
View Article5 Reasons Why Sales Managers Don’t Coach
Let’s do a countdown on the most common reasons I’ve observed about why sales managers don’t do enough coaching… 5. They mistake “inspection” for “coaching.” When I ask sales managers to describe what...
View Article4 Crucial Metrics For Measuring Your Sales Managers
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...
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Getting Senior Salespeople To Use CRM
While seasoned salespeople are highly valued for their expertise, they can sometimes pose a challenge when it comes to change. Name any kind of change—in company structure, compensation, sales...
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