Sales Managers – What to Do Before You Even Think About Coaching

Establish the context for your coaching before you do your coaching. If you’re like most sales managers you are looking at the end-of-the-year and feeling the pressure of “making your…

Thanksgiving is an idea that’s too good to use only once a year. Pi Day? The mathematical approximation of pi ( π ) is written as either 3.14 or 22/7.…

There’s power knowing the difference between “what do we do?” and “what business are we really in?” and doing something about it. Competitive clout is no longer defined by the…

What if you hold a meeting and nothing changes? A sales manager told me about her recurring nightmare following mid-year sales meetings. It goes like this; “It’s a great meeting.…

Everyone thinks of changing the world, but no one thinks of changing themselves. Leo Tolstoy. Our neighbours have an Annual Easter Weekend BBQ. It’s not only a great place to…

Successful Sales Managers are great Sales Coaches. And here’s something that many sales managers don’t quite get ……. coaching is a “contact sport” ….. it’s not their you-can-do-it emails, their…

“What’s the best selling model?” is the second most asked question I get. The most asked question is “what’s the best sales coaching model?” The answer to both questions is…

You’re not that smart. They’re not that stupid. Sales managers can be seduced by their company promotion. One old-time sales manager thought it had to do with the chair in…

Sales Managers often forget that their SRs work, for the vast majority of their time, by themselves on territory. There are weeks, if not months, between in-field visits. It sounds…

If you want to reach people you have to give them a taste of themselves. Lionel Richie   Whenever I speak with any successful sales manager I hear a consistent…