Category Archives: Sales Management Coaching

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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Successful sales managers – question success more than failure

Learning how to replicate sales success surely must be as important as learning how to correct sales failure – plus the former may reduce the need for the latter. Continue reading

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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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