Tag: leadership

16
Nov

The One Question You Must Ask Every Candidate

Why do you want to leave your job? That question may be a very common one to ask for most hiring managers, but it’s loaded with the opportunity to gather some great information that many times gets overlooked in an interview. Why people leave a job is varied, but it can have a dramatic impact on whether or not they

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19
Oct

5 Steps to Holding Your Salespeople Accountable

I received a call from a Sales Director recently who told me that his Sales Managers fail to hold their salespeople accountable. He said: “My Sales Managers are too soft on their salespeople 95% of the time and too hard on them 5% of the time.” He went on to explain that when attempting to hold their salespeople accountable, the

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3
Oct

Your Crisis Stricken Employee Deserves More Than a Sympathy Card… Do This Instead

Your employee is in crisis – a close member of their family died, a child has become severely ill, or their spouse was injured in an accident and cannot work. You want to offer help, but may not know exactly what to do. Apart from giving them time off and sending them a card signed by their coworkers, here are

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12
Jul

7 Critical Questions to Gut Check Your Sales Process

Your sales process should be the path of least resistance to maximum sales. Don’t let your sales process grow cold. A regular examination of the steps, purpose and activities will ensure it works to provide your team the path of least resistance to maximum sales. It should be ingrained in your sales culture and regularly examined to be sure it’s

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8
Jul

4 Obstacles that Could Be Impeding Your Sales Team

How many of these obstacles to success does your sales team have to overcome? Uncorrected mistakes lead to bad habits. Bad habits, once established in your salesforce, turn into roadblocks that prevent your sales team from achieving the highest levels of sales performance. Don’t let departmental roadblocks set a cap on your sales team’s goal achievement. Here are four common

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22
Jun

7 Things Smart Sales Managers Do During Their Coaching Sessions

What does a productive coaching session look like with your sales rep? Follow these guidelines to improve your performance as a sales coach. Great Sales Managers leave clues as to why they have successful sales teams. When coaching salespeople one-on-one, there are consistent practices that emerge to give us insight as to what really works. I’ve assembled seven of them

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15
Jun

3 Tips for Sales Managers Who Have Never Been Coached

You want to be a great sales coach to your team—but what if you’ve never had a role model? Here are three great tips to get you started. One of the most common complaints from salespeople is lack of attention from their sales manager. Often, this derives from the fact that sales managers, who are expected to coach, have never

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11
Jun

8 Guaranteed Ways to Demotivate Your Salespeople

Motivation comes from within, but you can demotivate your salespeople by the decisions you make. There are some things companies shouldn’t do that make it difficult for sales reps to maintain their drive. One of the most common questions I get is: How do I motivate my sales reps? Motivation comes from within a person as a response to our beliefs

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21
Mar

3 Reasons Why A Sales Manager Returns to Selling

The allure of a management title, executive perks and authority can be very tempting to a successful salesperson. This is what can happen when their career path leads them where they weren’t expecting to go. Eliot was a consistent top sales performer. Senior management considered him a superstar. He exceeded his quota by 20% every month, he landed some of

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18
Mar

7 Things You Should Not Do on a “Ride Along” with Your Sales Rep

Most sales managers make at least one of these mistakes when they do a ride along with their sales reps out in the field. See if you do some of these. No matter how much office time you devote to coaching your reps, it cannot replace the insight into their strengths and weaknesses that you gain by accompanying them on

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