Tag Archives: sales coaching

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 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 – coaching for the Lombardi trophy

In the big leagues, great sales coaching is more about helping people to learn – then telling them what to do. Continue reading

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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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