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Coaching
How to Curbside Coach
Just like athletes, salespeople need to be coached if they're to perform at their best. But don't confuse teaching with coaching. Many sales managers fail to make the distinction between these two roles. Teaching is "show and tell." Coaching is "observe and suggest." Here's how to do it effectively. Read more... Managing Older Salespeople
Older salespeople can be an incredible resource. In addition to the experience and knowledge they bring to the table, they can act as mentors for younger salespeople. They also bring a sense of history to their companies or industries. Properly managed, they can be a valuable resource. Read more... Save the Salesperson, Not the Sales Call
Making joint sales calls can be a painful experience — particularly if it's been with a salesperson that hasn't been doing so well. It's also painful for the salesperson, I might add. Why? Because many sales managers mishandle the joint call. Not you, you say? Don't bet on it. Read more... The Pain & Pleasure of Making Joint Calls
If you really want to help your salespeople develop their selling skills while at the same time really annoying them, make joint calls with them. Read more... Why Sales Managers Are Driven to Drink
Here's an exercise that will drive most sales managers to drink (as if just being a sales manager isn't reason enough for hitting the bottle). You are about to take a walk into the world of what should be, but isn't. Curious? Read on. Read more... Care & Feeding of Superstars
Superstars aren't always the ones who bring in the most sales. They're the people who perform at a consistently high level year after year after year. Read more... Building a Powerful Team the Sports Coach Way
Sales managers who monitor performance are the ones who will build high-performance sales teams. There is an old management saying that "what gets measured gets done." Start measuring your team and watch the number of wins increase. Read more...
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