Articles for Sales Management Professionals

So as the coach and leader of your sales team, who's your coach? The reality is anybody's performance can be improved if they receive effective coaching help.

When was the last time you conducted role-playing with your team to insure they have the best selling direction, structures, skills and messaging?

How many members of your sales team are still selling like independent gunfighters, selling their own way with their own selling style and delivering their own unique selling message? 

Most sales leaders have so many other distractions and demands of their time, they have little time left to actually ride with a sales rep or do any kind of coaching, strategizing, or account planning. The most critical job of a sales manager is to help your people achieve more than they would have achieved if you just left them alone. Are you fulfilling that definition in your work with your team?

Reps today need to be more efficient and effective by utilizing the best practices of selling. What can you do to make sure your salespeople have all these tools?

What can you be doing to help your reps get ready for your big selling season?

When you can get a sales rep more excited and more confident in what they're doing, they'll tend to sell more. So when you’re promoted to sales management, your job of leadership is no longer about you. It's about what you do to help your people.

This is a great video to show at your next sales meeting!  

How much training and coaching did you receive when you were first promoted to sales leader? Who helped you understand how to effectively motivate sales professionals? How to coach someone through their multiple-stepped selling processes? How to help reps develop effective account strategies?