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Lessons in Leadership: 5 Steps to Personal Transition When Faced With Change
Lessons in Leadership: 5 Steps to Personal Transition When Faced With Change One of the greatest challenges sales managers face is helping their team in the midst of change. Sales managers may instinctively know that how the team reacts to change can create more difficulties than the change itself. To avoid negative results ... Read More

Lessons in Leadership: Working With Change
Lessons in Leadership: Working With Change Sales managers who are responsible for coaching and building an elite high-performance sales team face continuous change. Helping your team navigate change is one of the hardest challenges many sales managers experience. This Lesson in Leadership pro... Read More

Sales Superiority: How Good Is Your Sales Force?
Sales Superiority: How Good Is Your Sales Force? As a coach for sales managers and executives in a variety of industries, I’ve fielded a diverse selection of questions. During a recent conversation with a Sales Vice President, he said, “I think that it is safe to say that sales superior... Read More

Frontline Sales Managers: 10 Ways to Go From Good To Great
Frontline Sales Managers: 10 Ways to Go From Good To Great During one of our recent Sales Management seminars I had an interesting conversation with a veteran sales manager. His comments revealed a sentiment shared by many managers. He said, “I think that I’m a great sales manager. At least other... Read More

Sales Employee Retention: A Formula For Success
Sales Employee Retention: A Formula For Success 5 Steps For Retaining Sales Talent Retaining enough high potential sales talent to meet sales goals and grow business is one of the biggest concerns for sales managers. In many industries, expecting 20-40% annual sales attrition rates has become th... Read More

The SELLING Sales Manager: Executing Proven Success
The SELLING Sales Manager: Executing Proven Success I received a phone call for help last week from a new selling sales manager. She told me how happy she was initially to get what she thought was a promotion from ‘strictly selling’ to the role of Selling Sales Manager. The conversation qu... Read More

Building and Coaching An Elite High-Performance Sales Team: Where Does It Start?
Building and Coaching An Elite High-Performance Sales Team: Where Does It Start? I was reminded this week while facilitating a sales management training course for one of our Fortune 500 clients that even after 20 years of change in business and sales management, some things have remained the same. During one of the discuss... Read More

Sales Coaching: The Need For A Consistent Coaching Approach
Sales Coaching: The Need For A Consistent Coaching Approach During a sales management training follow-up discussion, one of the sales managers asked an interesting question. He said he was frustrated with one of his salespeople who tells some “very long stories” when explaining a sales situat... Read More

Sales Funnel Velocity – Strategies for Unlocking Deals Stuck in the Pipeline
Sales Funnel Velocity – Strategies for Unlocking Deals Stuck in the Pipeline Sales funnel velocity is a top concern for sales organizations In a recent sales manager training, several managers were voicing their frustrations about the number of sales which seem to get ‘stuck’ or even ‘disappear’ in th... Read More

The Changing Role of Sales Management – What it Looks Like Today
The Changing Role of Sales Management – What it Looks Like Today   I received a call the other day from a sales manager who works for a large client that we’ve trained, supported and coached for over 10 years. He said that he was calling for help in gaining perspective. Then he said, “Maybe it&rs... Read More

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