Tag Archives: sales manager

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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Bridging the abyss – From sales rep to sales manager

7 best practices to help sales reps transition to sales management. Continue reading

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Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. 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 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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New sales manager – don’t lose a chance to make a difference

Sales rep to sales manager transition – this blog shares best practices for sales managers making that transition. Continue reading

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