Category Archives: Sales Management Coaching

Sales leaders – 5 tips for achieving your best from McKinsey & Co

More than ever sales productivity is about creating a superior sales team – moving from good to great starts with excellence at the top. This blog contains 5 tips for helping first line sales managers to succeed. Continue reading

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Sales managers – 6 tips when transitioning to a new sales team

As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team. Getting the right start means long-term success will likely arrive quicker and easier. This blog contains 6 best practices to help sales managers transition to a new sales team Continue reading

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Sales coaching above and beyond the sales comfort zone

Few markets where top sales performance can be achieved simply by selling to the same people, in the same way, with the same message as yesteryear. How we help people skillfully move beyond their comfort zone problem is a must-do for sales managers. Continue reading

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Sales performance – practice doesn’t make perfect

Successful sales training requires practice + feedback to succeed. Continue reading

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Sales managers and the “mini-me” syndrome

New sales managers face several challenges, including avoiding the trap of coaching their sales teams to sell in their image. Continue reading

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Sales management across generations – similarities not differences

What’s the difference between salespeople who are Baby Boomers, from Gen X, or Gen Y? Research findings should that all generations have similar expectations and needs. Best suggestion – transcend surface level differences and focus on improving performance and motivation by aligning your developmental efforts with the common values of your sales team. Continue reading

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Sales coaching – jump start by leveraging trigger events

An effective way to improve sales coaching is to link it to an event or initiative that has significant organization investment and commitment rather than simply relaying on the inherent merits of sales coaching. Continue reading

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Sales managers must be roadblock removers

Sales reps face roadblocks throughout the year that impede on their selling time and ultimately, sales success. One way sales managers can help their sales teams capture more time to focus on sales is to help them handle requests from others – most notably other divisions and corporate staff. When requests come in, sales managers can serve the role of a filter – not simply funneling everything directly to the sales team. Continue reading

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Sales managers – expectations and accountability

Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why. It is particularly important that sales managers set clear expectations. Continue reading

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Sales managers – underestimating the power of words

Regardless of tenure, we’ve seen sales managers fall prey to making off-the-cuff comments. This blog shares 3 implications of sales managers making off-the-cuff comments. Continue reading

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