A Sales Coach Primer for Rookie Sales Managers20220104080009
A Sales Coach Primer for Rookie Sales Managers
xPotential SellingJanuary 4, 2022business, coaching, leadership, Management, personal development, sales, sales manager0 comments
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 mos...
3 Indispensable Traits of a Successful Remote Sales Rep20211118080059
3 Indispensable Traits of a Successful Remote Sales Rep
xPotential SellingNovember 18, 2021hiring, recruiting, sales manager0 comments
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. T...
3 Habits of Successful Hiring Managers20210910105239
3 Habits of Successful Hiring Managers
xPotential SellingSeptember 10, 2021hiring, recruiting, sales, sales manager0 comments
Successful hiring managers leave clues as to why they acquire premium talent. Try these three things to improve your hiring results. Successful hiring...
7 Smart Questions Sales Managers Ask When Coaching Reps20210623080043
7 Smart Questions Sales Managers Ask When Coaching Reps
xPotential SellingJune 23, 2021sales coach, sales coaching, sales management, sales manager, sales process0 comments
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...
3 Questions to Ask Yourself Before Hiring a Sales Candidate20200311080014
3 Questions to Ask Yourself Before Hiring a Sales Candidate
xPotential SellingMarch 11, 2020hiring, Human Resources, recruiting, sales management, sales manager, salespeople0 comments
Hiring a sales candidate can be exciting and difficult. As a Sales Manager, you can’t help but be excited about the prospect of a high volume salesper...
7 Ways to Fix Underperforming Sales Reps Right Now20180702143713
7 Ways to Fix Underperforming Sales Reps Right Now
xPotential SellingJuly 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...
5 Qualifying Questions to Ask Your Sales Reps20180611060016
5 Qualifying Questions to Ask Your Sales Reps
xPotential SellingJune 11, 2018Questions, sales, sales coaching, sales management, sales manager, sales tips0 comments
When coaching your salespeople through the sales process, there are certain questions that you need to consistently ask them. They really need to have...
7 MORE Qualities of a Great Sales Coach20180222185604
7 MORE Qualities of a Great Sales Coach
xPotential SellingFebruary 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 Questions That Reveal Why Your Sales Team Performance is Low20170919174413
7 Questions That Reveal Why Your Sales Team Performance is Low
xPotential SellingSeptember 19, 2017accountability, hiring, sales, sales management, sales manager, sales process, salespeople0 comments
Why is your sales team performance not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why...
10 Smart Ways to Overcome the Most Common Sales Training Problems20170724184650
10 Smart Ways to Overcome the Most Common Sales Training Problems
xPotential SellingJuly 24, 2017Human Resources, sales management, sales manager, sales process, sales tips, sales training, salespeople, success0 comments
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 s...