Tag Archives: sales leaders

Building sales management excellence: 12 questions for getting it right

Front-line sales managers are the pivotal job for building an effective sales team. This blog contains 12 questions to help sales managers build sales management excellence. Continue reading

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Sales coaches – and the teaching trap

Sales managers – stop trying to teach and start trying to help your sales team learn something. Sales manager can begin by asking, listening and then telling. Continue reading

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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

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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 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 leadership programs – four common mistakes

Many industries are going through transformational changes in what they buy, how they buy and what they are willing to pay for it. Such changes cannot be ignored on the sales side of the table. And the changes are not about a little adjustment here and a little fine-tuning there. It is about fresh insights and new ideas planned and executed skillfully – that requires new leadership from the top. And, unfortunately the required sales leadership training is involved and expensive – so you have to get it right the first time.
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Sales directors – competencies for the job hunt

7 competencies for new Sales Directors. 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 middle managers – what motivates them the most?

Companies cannot develop and sustain a superior sales force without putting great emphasis on the importance of the front-line sales manager role. Unfortunately we have seen a fair number of companies that failed to do so. Continue reading

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