Category Archives: Sales Management Coaching

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 management: competition- a double-edge sword

4 tips to creating healthy competition inside your sales team Continue reading

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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.

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Sales management and the tyranny the clock

Two best practices to help sales manager tackle the “lack of time” challenge. Continue reading

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Sales management – 7 tips for coaching your top sales performers

7 tips for sales managers to coach their top sales reps Continue reading

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Sales coaching – too bad it doesn’t happen more often

Trigger Events are important because if you initiate a targeted coaching effort to making them successful, the importance of the Trigger Event will provide the focus and commitment necessary to make sure the sales coaching happens. All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality. So sales coaching is clearly needed and warranted. Continue reading

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Sales management coaching – the power of questions

11 questions that could be used when coaching after a sales call 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 strategy coaching – maximize your investment

As the new year unfolds one of the challenges for suppliers is to better execute on their business strategy.  Today many companies are going through transformational changes in what they buy, how they buy, and what they are willing to … Continue reading

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Sales management – the power of culture

Sales teams would be even more successful if greater emphasis were directed towards putting in place a culture that supports individual excellence. Continue reading

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