7 Smart Questions Sales Managers Ask When Coaching Reps20200323080043
7 Smart Questions Sales Managers Ask When Coaching Reps
Coaching sales reps is one fo the primary roles of a sales manager. Unfortunately, too many sales managers don’t spend enough time in the field observ...
7 Ways to Fix Underperforming Sales Reps Right Now20180702143713
7 Ways to Fix Underperforming Sales Reps Right Now
July 2, 2018sales assessment, sales coaching, sales leadership, sales management, sales manager, sales training0 comments
Identifying the root cause of underperforming sales reps is always the first step. Avoid applying an impulsive decision like throwing more training at...
13 Serious Questions to Ask Before Hiring Your Next Sales Candidate20180524184535
13 Serious Questions to Ask Before Hiring Your Next Sales Candidate
May 24, 2018hiring, Human Resources, recruiting, sales, sales assessment, sales management0 comments
Does your sales candidate align with what your job requires? I recommend that you conduct a competitive comparison of their previous sales job and the...
Why is Your Sales Rep Failing?20180313005829
Why is Your Sales Rep Failing?
Why is your sales rep failing? Our research shows that there are many reasons why a sales rep fails to achieve their quota. For the purpose of this ar...
7 MORE Qualities of a Great Sales Coach20180222185604
7 MORE Qualities of a Great Sales Coach
February 22, 2018coaching, sales, sales coaching, sales leadership, sales management, sales manager, salespeople0 comments
This is a follow-up article to 7 Qualities of a Great Sales Coach. Here are seven more qualities to help you become a great sales coach: 1. They know ...
7 Qualities of a Great Sales Coach20180206192452
7 Qualities of a Great Sales Coach
February 6, 2018coaching, sales, sales coaching, sales management, sales process, sales training0 comments
Coaching your reps is the primary function of your job. It’s the best pathway to achieving the sales quota. In this article, I list seven qualities I’...
7 Questions That Reveal Why Your Sales Team is Underperforming20170919174413
7 Questions That Reveal Why Your Sales Team is Underperforming
September 19, 2017accountability, hiring, sales, sales management, sales manager, sales process, salespeople0 comments
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 ...
Beware of Hiring the Golden Child20170515185322
Beware of Hiring the Golden Child
In this series, I identify a group of sales candidates who you might hire, but fail to meet expectations. They all have one thing on common: they inte...
4 Smart Ways to Coach Your Sales Reps on a Sales Call20161214010749
4 Smart Ways to Coach Your Sales Reps on a Sales Call
December 14, 2016coaching, sales, sales coaching, sales management, sales manager, sales process0 comments
When you coach your sales reps in the field, how often should you step in and save a sale? You need the revenue, so why not? As a sales coach, your go...
Hire Better Sales Reps By Adding This20161102132324
Hire Better Sales Reps By Adding This
November 2, 2016hiring, Human Resources, sales, sales management, sales manager, salespeople0 comments
Every sales leader wants to hire better sales reps. Sadly, looking back on a new sales rep’s first six months you realize that the interview was...