Tag Archives: sales coaching

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 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 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 – 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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Sales coaching and the high potential sales rep – An STC Classic

High potential individuals are people that have special talents, unique capabilities, high motivation, and a sense of commitment that set them apart. But just as their existence is known so is the fact that some of these high potential sales reps go on to be top performers in their respective fields while others fall by the way side with their potential never being realized. It is always bad news when people do not develop to their potential, but it is criminal when the high potential fail to do so. Continue reading

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Sales managers – and the smartest person in the room dilemma

Sales managers are the pivotal job for creating a superior sales team. Yet, sales managers fall into a lot of traps that impede their success. One is believing they are the smartest person in the room. This post discusses this point in depth. Continue reading

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Sales managers – it’s what you say and how you say it

A hallmark of a great sales manager is being a good communicator. It matters what you say and how you say it. This blog shares 4 best practices to help sales managers be more effective communicators. Continue reading

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Get sales coaching happening – target trigger events

When it comes to sales coaching our observation is the problem is not so much about bad sales coaching but the fact that sales coaching does not systematically occur. When it does occur, it works.
So one answer to the dilemma is connecting the sales coaching effort to a high priority organizational Trigger Event that has everyone’s attention and focus. Our bet is under these conditions the right people will actually get serious about coaching, its merits will be demonstrated, and perhaps coaching will become institutionalized. And if the latter thing happens –that’s a good thing.
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