Clik here to view.
Sales coaching feedback – do it now and keep it simple
Sales coaching A couple of weeks ago we posted a blog entitled, Is coaching really necessary? We received more than the usual number of responses. There seemed to be little doubt about the answer – if...
View ArticleClik here to view.
Sales managers need feedback too!
Sales Coaching We have written a number of posts on sales coaching. The bottom line – today it is difficult to sustain a competitive advantage by product alone. You need a superior sales team and...
View ArticleClik here to view.
Sales management – it’s all about the time
Sales Coaching Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should...
View ArticleClik here to view.
New sales managers – pitfalls and perils of off-the-cuff comments
Sales managers and off-the-cuff comments Everyone speaks off-the-cuff, but the impact of these comment varies based upon who’s talking. We’ve noticed that one of many adjustments new sales managers...
View ArticleClik here to view.
Sales coaching – critique vs. performance correction
Sales Coaching - Critique vs. Correction Sales coaching – it’s easy to mistake critique for correction. Sales coaching is all about helping sales people improve their performance skills. Therefore,...
View ArticleClik here to view.
Giving sales feedback – hard to learn, difficult to do and really important
Sales coaching Sales manager coaching is one of the cornerstones for developing a superior sales team. One aspect of effective coaching is the ability to provide feedback to sales reps as to what they...
View ArticleClik here to view.
Sales coaching – the use and abuse of modeling
Sales Mentoring Recently we have posted several blogs on sales coaching. The response has been great and folks have provided great insights. Since there is a significant interest in sales coaching, we...
View ArticleClik here to view.
Training sales managers to coach – the good, the bad, and the ugly
Sales Coaching We’ve written several blogs on sales coaching. Reviewing the comments, a couple of things pop out. First it is a topic of widespread interest. Second, most people agree that coaching...
View ArticleClik here to view.
Sales managers must not forget to forgive – A sales tip
Sales Tip According to Rosabeth Moss Kanter, “Leaders must be firm and foster accountability, but they also must know when to forgive past mistakes in the service of building a brighter future.” She...
View ArticleClik here to view.
Sales coaching – What are you doing for your top performers?
Sales Coaching One sales coaching question frequently asked is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? Fortunately that question has been...
View ArticleClik here to view.
Sales managers – stop assuming majority rules works best
Managing Sales Teams It’s easy to manage a sales team when there’s consensus on where you’re going and how you’re going to get there. But what happens when there isn’t consensus? That’s when sales...
View ArticleClik here to view.
Sales excellence – understanding the clutch player – An STC Classic
A Classic - '63 Corvette An interesting article – Performing Best When It Matters Most – appeared in the Kellogg Insight (August 2011). The report was a summary of the authors’ work on understanding...
View ArticleClik here to view.
Professional service sales – leveraging the power of the team
Sales teams in professional service firms Team selling does not guarantee sales success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have...
View ArticleClik here to view.
New sales manager – don’t lose a chance to make a difference
Sales rep to sales manager transition Congratulations! You were a top sales person. You’ve just been promoted to sales manager – you have a team of 12 sales reps. The good news is you now have the...
View ArticleClik here to view.
Sales force turnover matters – An STC Classic
A Classic - '63 Corvette We’ve recently had the opportunity to work with a sales force in the oil and gas industry. Today the U.S. oil and gas industry is experiencing a tremendous boom … and because...
View ArticleClik here to view.
Medical device sales – sales managers play a pivotal role for sales productivity
Medical device sales and sales managers The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local...
View ArticleClik here to view.
Sales coaching – addressing the smartphone reflex
Sales coaching Selling – technology definitely provides new opportunities for sales managers and sales reps. However, as relayed in the WSJ there are some pitfalls. The article made us recall a...
View ArticleClik here to view.
Sales coaching – it’s a game of beat the clock
Sales coaching and the time challenge Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when...
View ArticleClik here to view.
Sales manager tip – be a filter not a funnel
Sales Manager Tip Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively. What they often fail to do is make a...
View ArticleClik here to view.
Get sales coaching happening – target trigger events
Sales Coaching and Trigger Events People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales...
View Article
