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5 Step Framework for Sales Coaching
The infographic gives a quick glance to the five step framework for sales coaching. Click on the infographic to read the article "Why Don't Sales Managers Coach?"
Why don’t Sales Managers Coach?
During a recent discussion with a well-known sales trainer and consultant, our topic of discussion was: Why don’t more sales leaders and mangers invest in sales coaching? In my colleague’s experience, the reason that sales leaders don’t buy into coaching is because...
The Sales Coaching Crisis
For many years, experts and analysts have been predicting the demise of B2B sales. But the fact is, despite the dramatic changes that have impacted the sales profession over the past few years, salespeople and sales teams continue to thrive at many levels. In their...
Let’s Talk About Sales Coaching
Sales coaching is becoming increasingly important to the success of a sales organization. With accurate, objective information based on quantitative and qualitative data produced via AI, sales managers can provide effective coaching to help sales reps improve and...
Driving Sales Performance
Transform your team to one that is highly effective, productive and motivated by using an SMP AI-tool with your Salesforce.com data to drive an unbiased, methodical way to determine exactly what each member of your team needs to do to achieve your growth goals using...
Turning the Corner on 2020
It’s funny how one occasionally runs into content, a quote or a phrase that turns out to be inspirational or important. Last Sunday, I was reading the entertainment section of the local newspaper and came across the weekly horoscope section. (Okay, laugh if you want.)...
Overcoming the Sales Management Stereotype
Seth Godin is an author I follow and admire, and I’ve read many of the 20 books he’s written. His newest book, The Practice – Shipping Creative Work1, is largely about creativity and writing. However, as a fairly prolific writer on the topic of sales management and...
The Sales Management Imperative – Managing Selling vs. Sales Management
In our most recent article, Pandemic OCD – Are Sales Leaders Focusing on the Right Issue?, we described our frustration with advice sales leaders are being given by well-meaning thought leaders, and offered our perspective on getting back to sales management basics...
Pandemic OCD – Are Sales Leaders Focusing on the Right Issue?
No doubt you’ve heard ad nauseum there is a pandemic going on, and in most sales organizations (except video conferencing providers and big online retailers), sales teams are struggling to adapt to the “new normal”. Also, you’ve probably heard that now is the time to...
Leveraging the New Normal: Digital Selling
A lot of interesting and provocative thought leadership always comes out of a downturn like the one we’re all currently navigating. One article recently recommended by several colleagues is from HBR, 4 Things Sales Organizations Must Do to Adapt to the Crisis. The...