Sales Training | Sales Coaching | Sales Leadership

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Since the beginning, managers have dealt with a myriad of employee issues that require empathy and understanding. Unfortunately, many managers who were steeped in simply telling their teams what to do struggled as those messages fell silent. This was especially true with sales professionals who realized that they had many more employment options given the robust labor market (i.e., power had shifted from the company to the individual).

Selling Skills | Sales Training | Sales Coaching

Like a championship sports team needs great athletes, exceptional salespeople are the lifeblood of a high-performing sales organization. But if you have recently recruited new salespeople,  you probably have also experienced how brutal it is to try to hire top talent in today's market. Even during more favorable hiring conditions, hiring sales executives is risky. Every sales manager has horror stories of hiring promising candidates who later were poor performers. 

Sales Management | Sales Coaching | Sales Leadership

In the sports world, coaches and managers are evaluated on one metric: winning.            In the corporate world, victories are just as important. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization.

Sales Management | Sales Coaching | Sales Leadership

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight of the importance of focusing on customers’ needs and priorities. While there are numerous distractions (personal and professional), organizations that are customer-driven have emerged stronger than ever.

Sales Training | Sales Coaching | Managing Performance

How often do your well-intentioned sales coaching efforts result in direct pushback or a bit of passive resistance?

Selling Skills | Sales Management | Sales Coaching

For some people, the word “sales” comes along with its own set of baggage and negative connotations. Your point of reference may relate to your personal experience with an overly aggressive “sales pitch” while going on a timeshare tour on your vacation. Or encountering manipulative “fear tactics” to purchase an extended warranty when you purchased your dishwasher. Unfortunately, this connotation can also find its way into business-to-business sales situations where companies get push back from their sales engineers and solution consultants who say their job is to help customers solve a problem - not to sell them more services.