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Tag Archives: sales

4 Key Things I Tell Every Sales Manager

Being a sales manager is one of the hardest jobs in the sales profession. You have a million plates in the air. You need to manage up the chain, and manage your sales team to get the best possible business results. Do you have what it takes to be an ...

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The Impact of Effective Sales Coaching

Sales coaching is one of the top—if not the top function of a sales manager. How much time should a sales manager spend on coaching? Steven recommends at least 60 percent. So that’s the quantity—but what’s the quality? In this insightful video, Steven covers what sales coaching is, and what ...

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When Your Sales Manager Sucks

4 Strategies To Succeed No Matter What I was 27 years old when I got my first job in sales. I was thrilled to finally be given an opportunity to make some “real money.” After years of working in customer service, I had talked my supervisor into giving me a ...

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Sales Managers: Focus on Employee Engagement

What if you could boost the retention rates of your star performers, increase overall sales productivity, heighten levels of customer satisfaction and loyalty, grow top line revenue AND improve bottom line profit margins? What if one, single thing could do all that? Would you do that one thing? Of course ...

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The Crucial Need for Rehumanizing Sales

How is the human aspect being eliminated from today’s sales landscape? What does “rehumanizing sales” mean? What is the real role of artificial intelligence? How does a salesperson survive in the cognitive era? What “humanizing” skills does a salesperson need to exercise and develop, especially today? What ability has 40 ...

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The True Impact of Sales Competition

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. We must know them and account for them. But what do we see in much of the ...

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Don’t Become a Prisoner of Your Sales Experience

When I ask sales leaders about their strategy for growth, more often than not they tell me it is simply to hire experienced salespeople. But really that just means recruiting resources rather than taking a true strategic approach. In addition, sales leaders also tell me that sales coaching of their ...

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What Holds Back Small Business Sales Teams?

My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. economy! In fact the last census (2010) showed that small businesses (defined as having less than 500 employees) comprise 99.7 percent of the employer ...

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2 Quick Tips to Increase Sales Management Effectiveness

In this video, Adrian Davis offers 2 quick but powerful tips to increase effectiveness in sales management. Don’t drive looking in your rear-view mirror. It’s fine to look over reports of what’s been done, but to effectively manage you need to look out ahead, and manage behavior accordingly. Don’t drive ...

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The Age of Remote Sales Training

Why The Days of Live In-Person Training Are Coming To An End In recent years I have noticed something: more and more of my clients do not want live in person training. They want training done remotely. When I first started to facilitate online training way back in 2012, I ...

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