Category Archives: Sales Best Practices

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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Achieving sales excellence – a story about sweet spots

Sales conversations – the old discovery conversations are “old news”. Today, salespeople must know the trends and shifting economics of the customer’s industry and have a comprehensive up-to-date picture of the company’s strategic direction and business challenges. This blog highlights three sweet spots for getting it right. Continue reading

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Motivating salespeople – lessons from West Point

Motivating salespeople – there are many lessons to learn from West Point cadets. Continue reading

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Our most popular sales blog posts …

Sales training and sales best practices compiled into the Best of the Best – Sales Training Connection newsletter. Continue reading

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Sales managers – leverage 10 behaviors of successful entrepreneurs

Sales managers – leverage 10 behaviors of successful entrepreneurs that lead to success – as identified by Gallup. Continue reading

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4 megatrends for sales organizations from McKinsey

4 sales organizations megatrends from McKinsey Continue reading

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Training sales managers to coach – the good, the bad, and the ugly – An STC Classic

Sales coaching is a topic of widespread interest. Second, most people agree that coaching is a must-do for developing a superior sales team. Given the responses we thought it would be a good to shift the focus of the discussion from “how to coach” to “how do you train sales managers to coach”. Continue reading

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Developing sales talent – don’t forget your superstars

If sales management doesn’t invest in their top sales performers they are going to leave either now or later – the associated short and long term costs are staggering – the preventive actions are known and the cost of doing something is a rounding error compared to the costs of doing nothing. Continue reading

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Sales management: Step 1 – Stop annoying your sales team

5 tips sales managers can use to stop annoying their sales teams. Continue reading

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