Category Archives: Sales Management Coaching

Criticism – how do women react?

These findings illustrate that women – in all fields, including Sales – are going to receive more criticism about their work and about themselves personally than their male counterparts. How female salespeople and all sales managers handle criticism is critical – and should be incorporated into sales manager coaching programs. Continue reading

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Improving sales coaching – what do you do when you’ve done everything?

Why sales coaching fails – the selling vs. telling trap. Continue reading

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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

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Motivating sales reps – the power of autonomy and recognition

For sales reps, selling is an up and down business. When engaged in major sales, the “Motivation Hit” that occurs from closing deals comes a lot less frequently then in transactional sales. So what can you do in the interim to help keep up the motivation level – provide sales reps the autonomy they appreciate and the personalize rewards and recognition for the small successes they achieve every day. Continue reading

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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

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Successful sales managers are effective delegators

The Gallup organization is publishing a new book on entrepreneurism – Entrepreneurial StrengthsFinder at the end of September. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. Here are … Continue reading

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Sales managers with new sales teams – first things first – focus!

When taking over a new sales team, sales manager should first identify and focus on what you team is doing successfully. Figure out how to codify those successes so they are repeatable and can be used more pervasively. Continue reading

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Sales managers – when in a meeting, speak last

Sales managers who speak first in meetings slant the conversation. Rather, be the last person to speak and start by asking questions that build on and challenge the ideas on the table so your sales team becomes actively engaged in understanding the issue and in crafting the solution. Continue reading

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Are you coaching your top sales reps? – An STC Classic

Coaching top sales reps is important and shouldn’t be overlooked. Here are 7 tips for coaching top salespeople. Continue reading

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6 tips to help sales managers take over a new sales team

Front-line sales managers are the pivotal job for building and sustaining sales success. How can new sales managers get a good start when taking over a new sales team? This infographic shares 6 tips.
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