Tag Archives: sales 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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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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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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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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