Articles for Sales Management Professionals

Does your sales team have expert-level knowledge in the three distinct sets of selling skills all salespeople need to master to achieve long-term success?

Do you want to help your sales team increase selling effectiveness? Let's look at was to make sure your accounts are more stable.

Do your salespeople put effort into figuring out how to look better (and more persuasive) on video? Join me to see how to help them make significant improvements without spending any money.

Join me as I share how you, as their coach and leader, can talk to them about what really needs to change for them to double their sales. Bet it might help you and your team to sell even more!

How do your reps solve customer problems when things go wrong? How proactive are they with their solutions, especially when the problem was caused by your team?

What kinds of questions are you asking your sales team? Are you focusing on only asking about expected results (asking “WHAT” focused questions), or are you also focusing on how they’re achieving their selling processes (asking “HOW” questions)?

Join me in today’s video as I offer ideas to help you lead your team to delivering a stronger competitive message…so they can sell even more!

Where are you spending your time as a coach and leader of your sales team? Are you, like most sales managers, spending all your time fighting symptoms or are you really solving problems?

Your effectiveness as a sales coach is based on your ability to increase your team's awareness, increase their view of the direction they need to go with this account, to help them prepare and understand and what kind of problems they might have on their calls.