Sales Managers Must Learn to Coach their Sales Team
I have reviewed many sales manager job descriptions over the years. Recently I was retained by a Fortune 500 company to examine their job description for the sales manager position. Fully 85 percent of the duties were directly linked to coaching salespeople. After this review, I conducted face-to-face interviews with… Read More
Keys to Managing Time in Sales Management
In sales management, many managers face a lot of distractions. Often times, the first thing to go out the window is developmental coaching… time spent helping salespeople improve their skills (not just closing one sale). These sales managers haven’t observed their salespeople selling, or intervened at key points of the… Read More
Learning Opportunities from Topline Leadership
Want to learn how to overcome the problems that prevent sales managers from becoming great sales coaches? Kevin Davis will be offering Sales Management Leadership in the 21st Century on December 1–2, 2010 in Salt Lake City. Enrollment is limited to the first 20 participants, so act soon! Follow these… Read More
Sales Management for Better Performance
To get better performance from your sales team, the solution is to steal a lesson from the medical profession and “triage” your sales team. Chances are, your peak performers and highly experienced/tenured people will survive regardless of how much time you spend with them. Praise and recognize them – continue… Read More
Sales Management
Based on my contact with thousands of sales managers over the past 30 years, one of the most common mistakes I see is sales managers who spend most of their time with either their poorest performers or their top producers. Focusing on the poorest performers is misguided. Suppose your coaching… Read More
Selling Customers and Coaching Salespeople
There are many similarities between selling customers and coaching salespeople. Both require understanding another’s problems, diagnosing the cause of that problem and helping the other person to understand the complications/ripple effects if they don’t solve the problem. Sales managers already possess many of the abilities that they need to become… Read More
Sales Management Training Seminar
Does your company have one or more sales managers who would benefit by learning new skills to develop an elite, hi-performance sales team? If yes, you need to attend our next open enrollment Sales Management Leadership workshop. Our next Sales Management Leadership Seminar is December 1-2, 2010 in Salt Lake… Read More
Slow Down, Sell Faster! New Sales Book
Sales Mistake #4 – Being a solution “expert” too soon. Do your salespeople make this mistake? Ironically, salespeople are often passive while the customer is defining their needs but then suddenly become a vocal “expert” while explaining their solution. Such salespeople assume the customer will see it as a perfect… Read More
Testimonials from our July Sales Management Workshop
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 New York City says: “Kevin kept it lively and engaging. I… Read More
Get More Sales from Coaching Reps in Less Time
A quick, easy, and straightforward way to measure your sales team is to rate each rep on a scale of 1 to 5 on two different factors: Competence to sell and willingness to be coached. Given that your time for proactive developmental sales coaching is limited, you want to focus… Read More
