At our sales seminars we always begin by asking the audience two important questions. First, “What are the steps of your selling process?” Here, we get clear, concise answers. Most salespeople can...
Read more
Topline Leadership Blog
“How To’s” for Sales Leaders.
My Golf Pro Would Make a Great Sales Manager
Last week I took a golf lesson from my favorite instructor. He’s my favorite pro because when I take a swing he sees at least a half dozen flaws. But then he gives...
Read more
Successful Communication Skills for Sales Managers
Ever wonder what your salespeople think about your coaching style? Recently, I asked a group of experienced salespeople “What are the most ineffective aspects of sales coaching that you have encountered?” Here...
Read more
How Great Sales Coaches Improve Team Morale
Are you satisfied with the morale and esprit de corps of your sales team? A positive attitude is contagious. Unfortunately, so is a negative attitude. A negative attitude by one team...
Read more
3 Costly Mistakes that Sales Coaches Make
A VP of Sales with a force of 22 first-line sales managers and 175 salespeople recently told me that not one salesperson had expressed an interest in moving up into a sales...
Read more
The One Sales Leadership Tip You Need for 2013
How many times have you come into the office with a great plan for the day… and about 8:15AM everything blows up in your face? For the rest of the day you...
Read more
5 Must-Haves for Winning Sales Proposals
Submitting a proposal could be the last point of communication that a salesperson has with a potential customer—that is unless they know how to create a proposal that is so convincing they...
Read more
When the Rock Star Sales Rep Becomes a Prima Donna
Every sales team has one: the star player who has lot of passion and puts in hard work. And these stars have the sales results to back up their bragging rights. But...
Read more
Effective Sales Coaching – It’s All About Your Timing
The fundamental mistake that sales managers make — and that is perhaps the worst culprit in terms of demotivating their sales force—is managing only results instead of the behaviors and activities that...
Read more
How to Motivate Your Senior Sales Reps to Sell More
Every sales team has senior salespeople who are a little burned out, who don’t sell with the passion they once had. Since senior reps can set the tone for a whole sales...
Read more