Category Archives: Sales Management Coaching

Trials and tribulations of new sales managers

New sales managers often fall into three traps that hinder their success: “forcing” their sales team to sell as they do, holding the reigns a bit too tight, and not funneling information to their sales team – thereby overwhelming them. Continue reading

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New sales managers – starting off on the right foot

New sales managers – best practices for jumpstarting when you find yourself to be a new sales manager. Continue reading

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Sales performance – average is over

What customers buy, how they buy, and what they are willing to pay for it is changing. This means that how companies train salespeople, how sales managers coach their sales teams, and the role that self-motivation plays in developing salespeople is more important than ever. Continue reading

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Artificial Intelligence – a last best hope for sales management coaching

When sales managers spend more time with their sales teams, good things happen. Yet, sales managers often run out of time to coach their sales team. Sales managers in best-in-class companies actively coach their sales teams – and – they leverage trends, like AI, to ensure that their sales managers have the time to coach. Continue reading

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Sales productivity – time to push the more button

3 best practices to help companies improve sales productivity. Continue reading

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Sales culture – put the horse before the cart

4 best practices for creating successful sales cultures: risk is rewarded, helping salespeople learn vs. telling them what to do, encouraging team efforts, and document success. Continue reading

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Sales management coaching training – necessary but not sufficient

Effective sales coaching is necessary, but it’s not all that’s needed for companies to have effective sales coaching initiatives. Continue reading

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Building sales management excellence: 12 questions for getting it right

Front-line sales managers are the pivotal job for building an effective sales team. This blog contains 12 questions to help sales managers build sales management excellence. Continue reading

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Transitioning to sales manager – a rubicon moment

4 best practices to help new sales managers succeed. 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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