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.

Sales Employee Retention: A Formula For SuccessIn many industries, expecting 20-40% annual sales attrition rates has become the status quo. And yet, some sales managers beat the odds and continue to retain long-term high-producing sales talent.

In one of our recent sales manager training classes this point was again illuminated by a sales manager who asked, “What is the secret for retaining salespeople?” She went on to explain that her frustrations stemmed from the amount of time she spends recruiting, selecting, onboarding, and coaching new hires. “My team and I could sell a lot more if I didn’t have to spend so much time on these repetitive activities,” she said. Continue reading…

The SELLING Sales Manager: Executing Proven Success

being a selling sales manager is challengingI 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 quickly turned to the concerns she had and the struggles she was encountering in her new role.

According to sales managers and leaders in our sales management training classes, the role of wearing two hats, both sales professional and sales manager, has become a more common option for small to mid-size businesses. Continue reading…

Building and Coaching An Elite High-Performance Sales Team: Where Does It Start?

building an elite high performance sales teamI was reminded this week while facilitating a Sales Management Training course for one of our Fortune 500 clients that even after 20 years of change in business and sales management, some things have remained the same.

During one of the discussions, the members of a sales manager work group said, “We all want to build a highly productive, motivated, and synergized team. But all of our teams are in different conditions, so where do we start?” Continue reading…

Sales Coaching: The Need For A Consistent Coaching Approach

Last week when I was conducting 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 situation.

His question was, “How do I get him to stop?” He said, “I want to help him with his sale, but it takes me three times as long to coach him as it does some of the others on my team!”

The truth is, this is only one of several very prevalent sales coaching challenges negatively affecting the productivity of sales managers today.

According to sales managers in our sales management training programs there are 6 prevalent coaching issues.

Continue reading…

Sales Funnel Velocity – Strategies for Unlocking Deals Stuck in the Pipeline

sales managers and sales funnel managementSales 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 their salespeople’s pipelines. I would have to say that for most sales motivated organizations this is one of the more common complaints or concerns that sales managers express.

And, given the pressure that everyone feels to consistently produce and improve sales I can certainly understand why.

What should be recognized is that even though concerns over sales funnel velocity and sales pipeline optimization are very common topics of distress, sales coaching managers would be best served to look more deeply at the critical selling missteps which actually cause deal lifecycle and sales disruption. Continue reading…

The Changing Role of Sales Management – What it Looks Like Today

Sales management is more complex today than ever beforechanging roles in sales management

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’s just me, but I’ve been a sales manager for years and yet I feel like that as time goes by my job is getting more complicated and I’m really struggling to get everything done. Have you heard this from anyone else?” Continue reading…

15 Ways A Sales Effectiveness Self-Assessment Can Give Your Sales Career A Boost

How to identify the skills you need for sales career successsales self assessment test

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 you want to do “in life” is one of Geoffrey James’ 3 Stages of Career Success. Not only can self-assessment help you decide where to work, but it can also uncover your strengths and challenges as you start out on your career journey.

While Geoffrey James is speaking to people just starting out in their career, we live in an age of career reinvention. Even professionals in their forties, fifties, and sixties will make career changes and find self-assessment to be helpful.

Continue reading…

Lessons in Leadership: 3 Rules for Embracing Change

sales management and 3 rules for embracing change

Change is a constant – embrace it

Let’s review what we’ve discussed so far. First, we have 3 possible reactions to change. Second, we learned that change by itself is neither positive nor negative. And that you have the ability to be successful in the face of change.

Once you know these principles, the next step is to eagerly embrace change and breakthrough toward a successful future.

If you want to enhance your response to change you can make any transition easier on yourself by following certain rules. Continue reading…

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 with their mindset?

In this Lesson in Leadership, we examine a helpful way to think about change.

Change is just an event.

The simple truth is that change has no impact on any of us on its own. Change is just an event. It’s just another moment in your life you will most likely live through.

In order to give change power over you, you must attach an emotion to it. You decide for yourself how you feel about the change. You do this unconsciously. Most commonly, you attach an emotion to a change based on what you believe this change is going to mean to you. Continue reading…

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 business, team turnover creates change, and outside regulations can force unwanted changes.

Sales managers have their own changes to deal with. At the same time, as they develop their sales team, they must help the team cope with change as well.

In this Lesson in Leadership, we look at three possible responses to change. how sales managers respond to change

Everything appears to be changing so quickly these days. So much so, it can be difficult to know which changes are good for us, which changes are not and, more importantly, who or what is to blame.

The only constant in the universe is change.

Continue reading…