3 Questions for Your Next Perfomance Review
If you’re like most sales managers, you’ve either just completed a round of quarterly reviews or have some just around the corner. Here are three questions you should ask each of your salespeople during your next one-on-one: 1. What are you getting from me that you like and find helpful?… Read More
TopLine Leadership Releases New Train-the -Trainer Sales Development Workshop
NEWS RELEASE –August 31st– Reno, NV - Topline Leadership, Inc. is announcing the release of a train-the-trainer program to accompany its innovative Slow Down, Sell Faster™ sales training. “Every salesperson today is being urged to make more sales faster,” says Kevin Davis, president of TopLine Leadership and author of… Read More
Improving Your Sales Coaching Skills to Improve Team Performance
In a previous blog, I wrote about an easy way for sales managers to identify the sales reps with the best potential for improvement—and therefore the best targets for your sales coaching. You start by rating them on a scale of 1 to 5 on their competence and willingness. If… Read More
Better Coaching Outcomes in Less Time
Given that your time for proactive, developmental coaching is limited, you want to focus 1 on 1 coaching on the salespeople who will show the biggest gains, the fastest, as a result of your coaching. Start by rating each rep on a scale of 1 to 5 on two different… Read More
Effective Sales Coaches Must “Close the Sale”
A medical equipment sales manager once said to me, “I see myself as more of a player-coach.” I asked him to elaborate. He told me about a time when he was working with one of his more productive and experienced salespeople. They had just concluded a meeting with a physician… Read More
Sales skills that will make you a better sales manager
For the most part, managing a sales team requires a much different set of skills than selling. But there is one area where the skills that helped you become a great salesperson can help you become a more effective sales manager, too: your ability to diagnose customer needs. While coaching… Read More
What is “Good” Sales Coaching?
Sales coaching has two components: performance management and developmental coaching. Performance management is the quarterly one-on-one meeting where you review a rep’s sales results, activity level, and evaluate their performance. Developmental coaching, on the other hand, is about developing the salesperson’s competence and willingness to sell better going forward. In… Read More
The Washington Post names “Slow Down, Sell Faster!” a “Top 5 Business Title”
TopLine Leadership is excited to announce that our 2011 book, “Slow Down, Sell Faster!” has been selected as a Top 5 Business Title by the Washington Post. http://www.WashingtonPost.com/blogs/leadership-books Slow Down, Sell Faster!™ shifts the paradigm from selling to buying; it presents a road map for synching the… Read More
When “Good Sales Coaching” is Good Enough
For the most part, business experts are always telling us that we can’t settle for merely “good” performance—we have to become “great” or “excellent.” But maybe that isn’t always the case. Recent research on sales coaching by the Sales Executive Council suggests that the difference in sales productivity achieved between… Read More
