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A 5 Step Process for Sales Self-Management
This message is for colleagues out there who are bag-carrying salespeople. In the past I've expressed concern that your managers either can't or won't coach you. There are probably several reasons for this. But a key reason is that neither you nor your managers feel...
Better Alignment Improves Sales Success
These days, it's hard to be in Sales. Critics of salespeople have a litany of issues. Their selling approach is too aggressive. They lack discipline. They don't understand what customers want and only pitch products. Analysts say Sales is just another channel that...
The Sales Diagnosis Problem
The Sales Diagnosis problem is common but often overlooked Sales issue. Salespeople (and managers) are often judged only on their sales results, like annual revenue quota or this month’s forecast determine success. Judging sales performance by results can negatively...
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...
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...
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...
Is Your CRM Data Really Bad?
It’s interesting that the topic of poor CRM quality always comes up when someone publishes an article or study about Sales Operations. Since Sales Operations typically supports CRM, it’s easy to conclude Sales Operations needs to do something to “fix” it. Most...