Tag Archives: sales leadership

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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The Etch a Sketch Sales Force

As sales teams reinvent themselves, sales training needs to move to center stage. Continue reading

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Sales Coaching: Lessons from the Mets’ Psychologist

Sales coaching lessons from the NY Mets – starting with slow down. Continue reading

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An age of disruption – salespeople need to change now and change fast

Buyers are changing how they buy – so salespeople need to change how they sell. As a foundational point, it is important emphasize that it is not just the sales team that needs to adjust and adapt. In B2B markets success is achieved when everyone comes to the party. So if the sales team needs to change so do all the other players such as marketing and technical support. Continue reading

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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

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10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales managers should assess their performance last year and consider what worked, what didn’t and what they will do differently this year. This can be done anytime, but it is especially pertinent at the beginning of a new year. Yet, under the banner of getting off to a quick start, action often takes precedents over a few moments of self-assessment. Continue reading

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Sales management: competition- a double-edge sword

4 tips to creating healthy competition inside your sales team 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 managers – it’s time to assess your performance and adapt!

12 questions sales managers should ask themselves to “tune up” their performance for the new year. 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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