Category Archives: Sales Management Coaching

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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Sales coaches – and the teaching trap

Sales managers – stop trying to teach and start trying to help your sales team learn something. Sales manager can begin by asking, listening and then telling. 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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Sales management coaching – the power of the positive

Sales managers focus on positive feedback – sitting down with a salesperson who has closed a winning deal should analyze why they won and then leverage the win. Continue reading

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Sales Coaching: Lessons from the Mets’ Psychologist

Sales coaching lessons from the NY Mets – starting with slow down. Continue reading

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Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. Continue reading

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Sales mastery 2015 – a horse of a different color

According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. If buyers change how they buy – salespeople need to change how they sell. Continue reading

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