Tag: sales manager

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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27
Nov

Company Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]

Hiring good salespeople is a challenge. There are so many factors that can contribute to a sales reps’ success or failure. In fact, just one or two small things can derail their job performance. That’s why it is so important to acquire as much relevant information during the hiring process to make a well-informed employment decision. When hiring sales reps,

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19
Sep

7 Questions That Reveal Why Your Sales Team is Underperforming

Why is your sales team not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why their sale team is not meeting expectations. Sometimes I get clear responses. Mostly I receive vague ones. I assembled these questions to help my clients think through some of the issues and find the

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4
Aug

7 Awesome Questions To Ask Your Sales Reps After Every Sales Call

A well-prepared sales rep always has a greater chance of landing a sale than those who aren’t. So, how should your sales reps prepare for a sales call? Start by asking them the right questions to get them thinking about their next appointment from a more strategic perspective. 1. How did you demonstrate credibility with the decision maker? What words and

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24
Jul

10 Smart Ways to Overcome the Most Common Sales Training Problems

Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the solutions to help you implement a successful sales training program: Problem #1: Too much content, too little time – The human brain can absorb only a certain amount of information in a day. But

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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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22
May

Avoid the Wandering Sales Candidate

Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing on common: they interview well. You struggle when hiring good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll

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14
Dec

4 Smart Ways to Coach Your Sales Reps on a Sales Call

How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales coach, your goal is to develop your sales reps to drive and close sales on their own – not to save them every time they need you to

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2
Nov

Hire Better Sales Reps By Adding This

It’s a little unnerving to look back on a salesperson’s first six months and realize that the interview was that employee’s career highlight.  Too often sales leaders make hiring decisions based on how well a candidate performs during an interview, not how well he will perform in the field. Why is the salesperson you hired with great promise fail to meet

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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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