Articles for Sales Management Professionals

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.

Join me as I share how you can vary your team’s sales messaging by utilizing sales campaigns. Think this idea of sales campaigns could help your team sell even more?

How much training and experience have you personally had in selling? One of the best ways to ensure you’re successful leading a sales team is to make sure you’re as experienced and trained as possible.

Call reluctance, fear of buyers telling you no and rejecting you, is a challenge for most salespeople. You, as their leader, can help your team manage call reluctance in several ways.

Some of the best selling ideas are also sometimes some of the oldest. The idea of “feel-felt-found” is to persuasively handle objections while still showing empathy and understanding for their buyer’s challenges. 

Most salespeople are successful because they have a strong ego. A strong ego allows a sales pro to successfully deal with all the rejections of selling. But when promoted to sales management, your ego needs to change (and soften) if you want to be an effective leader.

Join me as I share how your team can deliver more persuasive presentations…so they can sell even more!