Tag Archives: sales managers

Trials and tribulations of new sales managers

New sales managers often fall into three traps that hinder their success: “forcing” their sales team to sell as they do, holding the reigns a bit too tight, and not funneling information to their sales team – thereby overwhelming them. Continue reading

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New sales managers – starting off on the right foot

New sales managers – best practices for jumpstarting when you find yourself to be a new sales manager. Continue reading

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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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Transitioning to sales manager – a rubicon moment

4 best practices to help new sales managers succeed. Continue reading

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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

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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 – 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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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

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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 and the tyranny the clock

Two best practices to help sales manager tackle the “lack of time” challenge. Continue reading

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