Most sales managers understand that providing regular coaching and feedback to their team of sales representatives is one of their most important responsibilities. They believe in the notion that “nothing happens until...
PostThere are many popular and effective training programs on the market that are targeted specifically to the needs of sales professionals. The “Challenger Sale” philosophy from the Corporate Executive Board is a...
PostThe hard work of sales will only get harder as global competition grows, but with a robust sales-development program, you can equip your sales reps and leaders with the skills and capabilities...
PostThe ability to be influential in an organization and sell your ideas can make you a game-changer in your career. It may also open more doors and put you on the path...
PostThe most exciting moment for a coach in any sport is “crunch time,” the moment when the big game is on the line and you have to rally the troops and make...
PostIn past articles, I shared sales coaching strategies centered on coaching preparation and where to apply precious coaching time. All of this is based on my experiences with a large technology company...
PostOver the past few years, I’ve had the opportunity to participate in several comprehensive sales-leadership assessments. During this time, there have also been a number of widely published research papers regarding “best-in-class”...
PostAlthough good coaching can happen “in the moment,” to get the best results, it’s recommended that managers prepare for their coaching conversations. World-class sales managers start by creating a short list of...
PostBeing a new manager can be exciting, confusing, and sometimes even a frightening experience, especially if the person hasn’t been adequately trained in management and leadership principles. One of the most common...
PostLeaders and team members need to be perfectly clear when communicating with each other. We cannot assume that the other person will always understand our meaning, and very often we will have...
