Search Results for: strategy review session

Strategy review sessions: a different perspective – A STC Classic

If sales managers take a different approach to working with their sales teams on strategy, not only will the time issue be wrestled to the ground, but sales managers can leverage their time investment spent helping their sales teams craft sales strategies. This article provides some ideas for how to tackle this issue – through leveraging strategy review sessions. Continue reading

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Strategy review sessions – a different perspective

Well, it’s true that most sales managers don’t see their sales team face-to-face very often and time is an issue for every sales manager – but if sales managers take a different approach to working with their sales teams on strategy, not only will the time issue be wrestled to the ground, but sales managers can leverage their time investment spent helping their sales teams craft sales strategies. Continue reading

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Evolution of sales strategy

The need for sales managers to conduct strategy review sessions with their sales reps has moved to center stage. It is not a nice-to-do. Executing a winning sales strategy in major B2B sales is a very skilled undertaking. Most salespeople need help and sales managers need to provide that help. Continue reading

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Sales managers and the empty-bucket strategy

Many sales manager/sales rep sessions are more backward rather than forward looking. They are strategy review sessions about what did happen or is happening, as opposed to, strategy sessions about what should happen moving forward. Time is a valuable asset. We would suggest that time spent taking a fresh look for how to win new business is a better investment than rehashing old information about old problems one more time. Continue reading

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Coaching sales strategy – 4 tips for sales managers

Ask sales managers and salespeople what makes them successful. The answer we hear most often is: The best salespeople sell strategically and the best coaches help them learn how to do it.  Sales managers can’t help salespeople become more talented, … Continue reading

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10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales managers should assess their performance last year and consider what worked, what didn’t and what they will do differently this year. This can be done anytime, but it is especially pertinent at the beginning of a new year. Yet, under the banner of getting off to a quick start, action often takes precedents over a few moments of self-assessment. Continue reading

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Sales managers – it’s time to assess your performance and adapt!

12 questions sales managers should ask themselves to “tune up” their performance for the new year. Continue reading

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Sales success – Five success tips from professional athletes

Seeking sales success? Five success tips from professional athletes that sales reps can leverage for sales success. Continue reading

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Sales managers – assess your performance last year and adapt!

It’s important for sales managers to take an assessment of their performance last year and consider what worked, what didn’t and what they will do differently this year. This can be done anytime, but I especially pertinent at the beginning of a new year. Yet, under the banner of getting off to a quick start, action often takes precedents over a few moments of self-assessment. Continue reading

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