Tag Archives: strategy review

Sales managers and the empty-bucket strategy

Many sales manager/sales rep sessions are more backward rather than forward looking. They are strategy review sessions about what did happen or is happening, as opposed to, strategy sessions about what should happen moving forward. Time is a valuable asset. We would suggest that time spent taking a fresh look for how to win new business is a better investment than rehashing old information about old problems one more time. Continue reading

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Strategy review sessions – a different perspective

Well, it’s true that most sales managers don’t see their sales team face-to-face very often and time is an issue for every sales manager – but if sales managers take a different approach to working with their sales teams on strategy, not only will the time issue be wrestled to the ground, but sales managers can leverage their time investment spent helping their sales teams craft sales strategies. Continue reading

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