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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

15 Ways A Sales Effectiveness Self-Assessment Can Give Your Sales Career A Boost
15 Ways A Sales Effectiveness Self-Assessment Can Give Your Sales Career A Boost How to identify the skills you need for sales career success Self-assessment is an important step in career planning for early career sales professionals. And in career development for veteran sales executives. Using self-assessment to decide what ... Read More

Lessons in Leadership: The Surprising Truth About Change
Lessons in Leadership: The Surprising Truth About Change We now know that change can come from many directions and that while there are three ways to respond to change, adapting is often the best reaction. But what if you don’t want to adapt? How can you change your mindset? Or help your sales team w... Read More

Lessons in Leadership: Understanding Change
Lessons in Leadership: Understanding Change 3 Ways to Respond When Facing Change Sales managers in today’s business environment must cope with change from every direction. Upper management initiates change to expand business, customers instigate change as they try to improve their busin... Read More

34 Self-Assessment Questions Every Sales Professional Should Ask
34 Self-Assessment Questions Every Sales Professional Should Ask How to Develop Sales Skills, Knowledge, and Competencies with a Sales Effectiveness Self-Assessment Do you want to be a valued team member? An outstanding contributor in your company? Do you want to advance in your career? As a sales professional,... Read More

Do You Know the 10 Biggest Mistakes Sales Managers Make?
Do You Know the 10 Biggest Mistakes Sales Managers Make? Do you spend too much time putting out fires? Are you pulled in every direction? Do you expect improvement from your team but just aren’t getting it? You may be making one or more of the 10 Biggest Mistakes Sales Managers Make. And aren... Read More

Lessons in Leadership: 3 Steps for Focusing Your Energy – Part 3 of 3
Lessons in Leadership: 3 Steps for Focusing Your Energy – Part 3 of 3 In our first two posts in this series, we discussed how energy levels can affect our ability to focus. We also reviewed the differences in our areas of Control, Influence, and No Control. Now we give you an easy to impl... Read More

Lessons in Leadership: Focusing Your Energy By Understanding What is Within Your Control – Part 2 of 3
Lessons in Leadership: Focusing Your Energy By Understanding What is Within Your Control – Part 2 of 3 In the previous post, Focusing Your Energy, we discussed how our energy levels can be affected by our attitude and by our actions. But how do we protect ourselves from negative energy drains? By understanding what is within our control and what... Read More

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