Problem
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Solution
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| Sales managers who continue to act more like a sales rep than a manager. |
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Create a more managerial mindset to replace sales instincts. |
- Sales managers too busy with distractions and fire fighting.
- Mis-allocated coaching time.
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Provide time management and priority setting skills and tools. |
- Too high a tolerance for poor performance among sales reps.
- Lack of development of sales reps.
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Develop skills for identifying high-payoff coaching candidates. |
| Sales managers who fail to hold sales reps accountable. No metrics for evaluating progress. |
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Improve the policies and practices for sales rep development. |
| Inconsistencies in recruiting and hiring. |
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Provide a sales interviewing tool and best practices for hiring the next “peak performer”. |
| Unmotivated salespeople. |
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Learn how to coach will not just skills |
| Lack of tools and process. |
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Provide a set of 29 tools to aid implementation. |
