Category Archives: Sales Management Coaching

Coaching sales strategy – 4 tips for sales managers

Ask sales managers and salespeople what makes them successful. The answer we hear most often is: The best salespeople sell strategically and the best coaches help them learn how to do it.  Sales managers can’t help salespeople become more talented, … Continue reading

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Getting sales coaching right – a picture is worth 1000 words

7 effective coaching best practices infographic Continue reading

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Motivating salespeople – lessons from West Point

Motivating salespeople – there are many lessons to learn from West Point cadets. Continue reading

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Sales managers – leverage 10 behaviors of successful entrepreneurs

Sales managers – leverage 10 behaviors of successful entrepreneurs that lead to success – as identified by Gallup. Continue reading

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Training sales managers to coach – the good, the bad, and the ugly – An STC Classic

Sales coaching is a topic of widespread interest. Second, most people agree that coaching is a must-do for developing a superior sales team. Given the responses we thought it would be a good to shift the focus of the discussion from “how to coach” to “how do you train sales managers to coach”. Continue reading

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Developing sales talent – don’t forget your superstars

If sales management doesn’t invest in their top sales performers they are going to leave either now or later – the associated short and long term costs are staggering – the preventive actions are known and the cost of doing something is a rounding error compared to the costs of doing nothing. Continue reading

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Sales management: Step 1 – Stop annoying your sales team

5 tips sales managers can use to stop annoying their sales teams. Continue reading

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Sales leadership in 140 characters – thoughts on leadership from Biz Stone

When companies go through transformational shifts they change what the buy, how they buy and what they are willing pay for it. Sales leadership needs to the respond to the new realities. In times of rapid change, sales leaders cannot immobilize their sales teams because they don’t have all the information to remove all doubts before making a decision. Sales leaders must remember their sales teams are looking towards them to lead – to clearly communicate a strategic direction so they can translate that direction into action at the account level. Continue reading

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Sales coaching – it’s a game of beat the clock – An STC Classic

Sales managers are no different than anyone else in the organization – they don’t have enough time to do all the things they need to do.

This time issue is particularly telling when it comes to front-line sales managers. There is little doubt that front-line managers are the pivotal job for sales success and that coaching is one of their critical contributions.

Yet when it comes to the beat the clock game, sales coaching is usually one of the early losers. Although it is possible to imagine that more time will be added to clock for coaching if top management makes the necessary leadership commitments, the most likely scenario is the time you got is the time you have.
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Big data supports the importance of front-line sales managers

Sales managers are the pivotal job for sales success. Few companies would err by aggressively devoting more time, effort, and resources to developing of a superior cadre of front-line sales managers. Continue reading

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