Category Archives: Sales Leaders

An age of disruption – salespeople need to change now and change fast

Buyers are changing how they buy – so salespeople need to change how they sell. As a foundational point, it is important emphasize that it is not just the sales team that needs to adjust and adapt. In B2B markets success is achieved when everyone comes to the party. So if the sales team needs to change so do all the other players such as marketing and technical support. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Leaders, Sales Management Coaching, Uncategorized | Tagged , , , , ,

1 Comment

Sales managers and the story of the “super salesperson syndrome”

Sales managers are the pivotal job for developing a superior sales force. Sales managers must provide their sales teams the sales coaching and leadership required for success – and avoid the “super salesperson syndrome” trap. Continue reading

Posted in Sales Best Practices, Sales Leaders, Sales Management Coaching | Tagged , , , ,

Leave a comment

Sales managers – are you passing the leadership development test?

In today’s complex B2B sales environment waiting to develop leadership skills until one becomes a sales manager probably is a case of – too little, too late. You should begin in the beginning when you are in a sales rep position – leading sales teams, working with customer buying groups, leveraging training opportunities and seeking out mentors. Continue reading

Posted in Sales Best Practices, Sales Leaders, Sales Management Coaching, Uncategorized | Tagged , ,

Leave a comment

Sales managers – a new pathway to leadership

Sales managers must learn to pivot – doing something different rather than just the same thing better. Continue reading

Posted in Sales Best Practices, Sales Leaders, Sales Management Coaching, Uncategorized | Tagged , ,

Leave a comment

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

Posted in Sales Best Practices, Sales Leaders, Sales Management Coaching, Uncategorized | Tagged , , , , ,

1 Comment

Sales managers – and the smartest person in the room dilemma – An STC Classic

Although salespeople may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

Continue reading

Posted in Sales Leaders, Sales Management Coaching | Tagged , ,

9 Comments

Sales manager trust – everyday, all the time, everywhere

Successful sales managers know that trust underpins their relationship with their sales teams. This blog shares 6 tips to help sales managers develop trust. Continue reading

Posted in Sales Call Execution, Sales Leaders, Sales Management Coaching, Uncategorized | Tagged , , , ,

Leave a comment

Sales directors – competencies for the job hunt

7 competencies for new Sales Directors. Continue reading

Posted in Sales Leaders, Uncategorized | Tagged , ,

Leave a comment

Sales managers – tips to fix the time sieve

Sales managers universally say that time is their most valuable asset – and they are “running out of time.” This blog shares tips to help sales managers manage the time sieve. Continue reading

Posted in Sales Leaders, Sales Management Coaching, Uncategorized | Tagged , , , ,

Leave a comment

Sales middle managers – what motivates them the most?

Companies cannot develop and sustain a superior sales force without putting great emphasis on the importance of the front-line sales manager role. Unfortunately we have seen a fair number of companies that failed to do so. Continue reading

Posted in Sales Leaders, Sales Management Coaching | Tagged , ,

Leave a comment