Sales Superiority: How Good Is Your Sales Force?

Sales Superiority - How Good Is Your Sales Force?As a coach for sales managers and executives in a variety of industries, I’ve fielded a diverse selection of questions. During a recent conversation with a Sales Vice President, he said, “I think that it is safe to say that sales superiority is a concern for every company.” Then he asked, “What is the best way to determine whether my sales force is doing what needs to be done and in the most productive way?” He went on to ask, “What is the best way to assess my sales force and create an improvement plan focused on sales superiority?” Continue reading…

Frontline Sales Managers: 10 Ways to Go From Good To Great

Frontline Sales Managers: 10 Ways to Go From Good To GreatDuring one of our recent Sales Management seminars I had an interesting conversation with a veteran sales manager. His comments revealed a sentiment shared by many managers. He said, “I think that I’m a great sales manager. At least other people seem to think so. But things have changed so much since I started doing the job, I’m not really sure how to determine whether I am a great sales manager or not. What should I do?” Continue reading…

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…