Tag: sales manager

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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14
Jun

3 Indispensable Traits of a Successful Remote Sales Rep

Miss just one of these attributes and you could be off to a rocky start in a new territory. Long distance relationships make for great love stories. They make for complicated jobs for sales leaders who must manage them from afar. Maybe not so much with your remote sales rep. The type of independent responsibility this type of role implies doesn’t

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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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1
Jun

8 No-Nonsense Questions to Ask Sales Reps Who Are Not Hitting Quota

What does it take to uncover why your sales rep is not achieving their sales goal? Ask these 8 questions to find out. The sales manager’s goal is to have 100% of their sales team consistently at or above quota. If there is a gap and one or more sales reps are not hitting their quota, then the source of

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31
May

Improve Your Sales Coaching Results: Avoid These 7 Mistakes

You think you’re coaching. However, you may be preventing your sales reps from developing their skills. If you really want to coach your sales team to greatness, stop doing these seven things. No matter how much office time you devote to sales coaching in the office, it cannot replace the insight you gain into their selling skills by observing them

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17
May

7 Ways Savvy Sales Managers Grow Their Sales Reps Skills

Here are a few great clues from successful Sales Managers who know how to improve the skill level of their sales reps through role-playing. Want to dramatically improve the performance of your sales reps? Learn how to role-play. Successful sales managers include role-playing as a vital part of coaching every week. Without fail, they know how important role-playing is just

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13
May

3 Steps to Hiring Motivated Employees

Hiring motivated employees requires building a platform for success and acquiring premium talent who align with the role. You cannot motivate people – you can only create a motivating or demotivating environment and then allow them to respond. So one of the biggest challenges for companies is pairing candidates with the right role with tasks that align with the person’s

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29
Apr

5 Ways to Get New Sales Reps Selling Faster

Training new sales reps is a critical part of success. Too much training can diminish performance. These 5 steps will get them producing quickly. What do you remember from your freshman college American literature syllabus? Probably some titles, and a few authors, like Edgar Allen Poe, T.S. Eliot, and Herman Melville. Unfortunately, we lose more information during those four (or

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19
Apr

5 Things to Eliminate from Your Sales Meetings Right Now

Just because you call it a sales meeting, doesn’t mean it is. Most sales managers don’t actually hold sales meetings… but they think they do. Sure, they assemble the sales team together regularly. Yes, they lead the meeting with quota updates and sales reports. Yet, to observe this Monday morning ritual is to witness a group responsible for paying the

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24
Mar

5 Questions to Ask When Designing Your Sales Role

Successful selling starts with properly defining the sales role. Answer these 5 questions to get you started.  One of the most important steps in the hiring process is to define your sales role. Not all sales roles are the same and a salesperson may perform exceedingly well in one type while being ill equipped for another. When you hire someone without

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