7 Reasons Sales Managers Fail20161024200425
5 Steps to Holding Your Salespeople Accountable20161019125530
xPotential SellingOctober 19, 2016accountability, coaching, HR, leadership, sales, sales management0 comments
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 Sa...
9 Smart Questions Successful Sales Managers Ask Before Recruiting Salespeople20161011161510
xPotential SellingOctober 11, 2016hiring, Human Resources, recruiting, sales, sales management, salespeople, success0 comments
Successful sales managers know how to hire right and build a sales team. I get calls every day about hiring salespeople. I always respond with, “Descr...
8 Intelligent Questions for Evaluating Your Sales Reps Performance20160831142429
xPotential SellingAugust 31, 2016sales, sales coaching, sales management, sales manager, sales meetings, sales training, salespeople0 comments
Evaluating your sales reps is like evaluating an athlete. No experienced football coach would ever consider sending his team onto the field without be...
6 Smart Interview Questions to Ask Superstar Sales Candidates20160824070019
xPotential SellingAugust 24, 2016Human Resources, sales, sales coaching, sales management, sales manager, salespeople0 comments
In some (rare) cases, you need to roll out the red carpet for a sales candidate. Yes, they are that good. And with the ever decreasing quality of cand...
6 Truths That Separate Superstar Salespeople from the Mediocre Masses20160805203230
xPotential SellingAugust 5, 2016sales, sales habits, sales process, sales tips, sales training, salespeople0 comments
From my two decades of training and coaching salespeople, here are six fundamental truths about what it takes to join the elite group of superstar sal...
5 Ways to Rock Role Plays with Your Sales Reps20160726080033
xPotential SellingJuly 26, 2016sales, sales coaching, sales manager, sales meetings, sales process, salespeople0 comments
Want to improve your sales reps’ selling skills? Here are five things you can do to engage in role plays effectively and get the results you want. For...
What Type of Sales Manager Are You? The Selling Sales Manager20160722080038
xPotential SellingJuly 22, 2016business, sales, sales management, sales manager, sales process, salespeople0 comments
The Selling Sales Manager has the dual responsibility of achieving a personal sales quota while managing other salespeople. This differs from a typica...
What Type of Sales Manager Are You? Pure Growth Sales Manager20160721080050
What Type of Sales Manager Are You? The Maintenance Sales Manager20160720080002