7 Reasons Sales Managers Fail20161024200425

7 Reasons Sales Managers Fail

Why do sales managers fail? Let’s face it, the job of a sales manager is one of the toughest occupations in business. Part strategic and part ta...
5 Steps to Holding Your Salespeople Accountable20161019125530

5 Steps to Holding Your Salespeople Accountable

xPotential SellingOctober 19, 2016, , , , , 0 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

9 Smart Questions Successful Sales Managers Ask Before Recruiting Salespeople

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

8 Intelligent Questions for Evaluating Your Sales Reps Performance

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

6 Smart Interview Questions to Ask Superstar Sales Candidates

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

6 Truths That Separate Superstar Salespeople from the Mediocre Masses

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

5 Ways to Rock Role Plays with Your Sales Reps

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

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

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? Pure Growth Sales Manager

One of the toughest, yet rewarding jobs a Sales Manager can do....
What Type of Sales Manager Are You? The Maintenance Sales Manager20160720080002

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

Find out the role of the easiest job a Sales Manager can have....