Articles for Sales Management Professionals

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?

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)?

How effective are your salespeople at getting out of a sales call that's not going very well? Look at all the training other Industries give their people. Astronauts do extensive training on what to do if something goes wrong. They practice how to safely escape when there’s a problem.

Are you taking maximum advantage of your inside sales team that supports your outside sales reps? We need to make sure our outside sales reps are not wasting a lot of time selling to smaller accounts that could be persuasively handled by your inside team. 

Join me as I talk about how you can become a stronger coach and leader of your team, by becoming more of a fourth-level problem solver based on monitoring conditions and then taking proactive action that you initiate. Think this plan might help your team to sell even more?

What are you doing to build your sales leadership team for the future? Front line individual with the potential to lead your sales team to continue growing your markets and sales?

Your leadership style has a direct impact on the success of your sales team. How much time do you spend coaching your salespeople v.s. only offering support and just telling them what to do?

One of the ways to hold onto a customer long-term, even if they're saying no, is to make sure you and your team are following the steps of a sales call. There are always five steps (no matter what the selling situation):

Improving four skills can have the most impact increasing your team’s competitive selling advantage and selling success: