Tag: sales leadership

2
Jul

7 Ways to Fix Underperforming Sales Reps Right Now

Identifying the root cause of underperforming sales reps is always the first step. Avoid applying an impulsive decision like throwing more training at them or quickly terminating. Take the time to uncover why they’re not performing then apply your remedy. The best place to start is to determine if your sales rep is actually wired for their sales job. If so,

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22
Feb

7 MORE Qualities of a Great Sales Coach

This is a follow-up article to 7 Qualities of a Great Sales Coach. 1. Great sales coaches know the value of incrementalism. Sales skills develop over time if they’re going to last. Great sales coaches work on techniques continually to make lasting changes. That means the sales process provides the structure and the reps’ skills within the process will improve

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18
Jul

9 Reasons Why Top Salespeople Leave

Finding good salespeople is hard enough. Losing a good one can really sting. According to Harvard Business Review: Estimates of annual turnover among U.S. salespeople run as high as 27%—twice the rate in the overall labor force. Of course, that statistic includes both good and bad salespeople. Your top performers are the anchors by which you continue building a sales

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24
Oct

7 Reasons Sales Managers Fail

The job of a sales manager is one of the toughest occupations in the world. Part strategic and part tactical, they must deliver tangible sales results using the intangible qualities of their sales team members. That is not an easy task. Successful sales managers do well for many different reasons; likewise, unsuccessful sales managers fail for many different reasons. If you

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17
Jul

What Type of Sales Manager Are You? The Turnaround Sales Manager

When organizations are about to fail, they often turn to the Turnaround Sales Manager. While the Reconstruction Sales Manager must also manage a struggling sales team, the Turnaround Sales Manager is a sales manager with a more extreme task – saving the sales department. Essentially, companies employing this type of manager are looking at imminent failure if conditions do not

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