Effective Sales Coaches Must Close the Sale
While delivering our Sales Management Leadership workshop recently, a medical equipment sales manager in the audience raised his hand and said, “I see myself as more of a “player-coach.” I asked him to elaborate. He went on to share a recent example when he was working with one of his… Read More
Sales Training Seminar SOLD OUT
Our August 10-12 “Getting Into Your Customer’s Head” sales training seminaris now sold out. Please contact us regarding future dates and locations.... Read More
Another Successful Sales Management Training Seminar
July’s Sales Management Leadership open enrollment workshop was a big success! The “overall effectiveness” rating from participants’ program evaluations scored 4.75 out of 5, which equates to a rating of 95%. A few comments from program participants include: A Director of Sales for a digital marketing solutions company headquartered in… Read More
Great Salespeople Help their Customers Learn
When you view a signed deal from the customer’s point of view, you are ready to engage Sales Role #7: The Teacher. At this stage, you teach your customer how to achieve maximum value from the new product or service you have provided. Don’t expect that one training session with… Read More
Questions to ask in your Sales Training Process
Is it easier to sell to a current customer or to a brand new prospect? Do satisfied customers hammer you on price as much as new customers? Do dissatisfied customers provide referrals? Do you enjoy spending time with dissatisfied customers? You know the answers to these questions! If you are… Read More
Closing the Deal is Just the Beginning
Your prospect signed on the dotted line! All your hard work… the sales calls, the meetings, the sales presentations… it’s a done deal! No it isn’t!!! Have you ever noticed your customers who are the most enthusiastic and pleased on day one are the most likely to suddenly be dissatisfied… Read More
Make a Good Impression and Close More Sales
People in sales should know the importance of making a good impression: without it you can’t earn the right to do business with people. Each customer contact provides us as sales people the opportunity to make a good impression. Remember the maxim in sales and marketing: the prospect must be… Read More
Create a Culture of Accountability within Your Sales Team
Inexperienced sales managers assume that if they solve the problems salespeople bring to them then sales reps will automatically sell more. Not true. Sales managers must expect salespeople to solve their own problems instead of doing their thinking for them. When a salesperson comes to the manager with “a monkey… Read More
Sales Team Development Plans for Sales Managers
Questions every sales managers should consider in their strategic/team development plan include: Which salesperson is ready to step up and assume the lead role on this team? If I were to set a team goal to increase sales by 30% over the next 12 months, what obstacles would stand in… Read More
Learn Valuable Sales Management Skills with TopLine Leadership
There are actually 29 specific time-wasters that a lot sales managers suffer from. Sales managers become buried in busy work, putting out fires and feeling overwhelmed. They’re working harder than ever–unable to catch up–and no time for their number 1 priority: sales coaching. The result? The individual on the team… Read More
