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?
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
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
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