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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.SalesProCentral
Tag Archives: sales coaching
Getting sales coaching right – don’t do too little, too late
A company cannot sustain a competitive advantage today by product and service alone; a superior sales team is required and the notion that a superior sales team can be maintained year after year without great sales managers doing a great job sales coaching is not a viable proposition. Continue reading
Sales success – a different take on winners and losers
Sales success requires building confidence – and according to Rosabeth Moss Kanter, resilience is the key. Continue reading
Sales managers and the story of the “super salesperson syndrome”
Sales managers are the pivotal job for developing a superior sales force. Sales managers must provide their sales teams the sales coaching and leadership required for success – and avoid the “super salesperson syndrome” trap. Continue reading
Sales management coaching – start with receptivity
When it comes to sales coaching – most sales managers don’t do it enough, many times it is water off a duck’s back, and sometimes it makes matters worse. This post describes techniques to provide more effective sales coaching feedback. Continue reading
Sales managers – a new pathway to leadership
Sales managers must learn to pivot – doing something different rather than just the same thing better. Continue reading
Sales management coaching – don’t forget those in their 40s and 50s
Sales coaching is one-size-does-not-fit-all. Experienced salespeople in their 40s and 50s also need and want coaching. How one coaches needs to be fine-tuned to a number of different parameters including age. Most importantly, every salesperson needs sales coaching. Continue reading
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.
Posted in Sales Leaders, Sales Management Coaching
Tagged sales coaching, sales leaders, sales manager
Sales management and the tyranny the clock
Two best practices to help sales manager tackle the “lack of time” challenge. Continue reading
Sales management – 7 tips for coaching your top sales performers
7 tips for sales managers to coach their top sales reps Continue reading
