Month

January 2017
The average sales leader spends less than 20 percent of his or her time on proactive sales coaching. But Steve Benson says frontline managers should proactively engage with reps every day. “If you haven’t talked to someone on your team in five days, you’re probably not coaching him or engaging with him on deals,” Steve...
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Your salespeople seem talented, but aren’t able to deliver good results. Why?   Old school sales managers would be quick to point the blame at the reps, themselves. But sales team performance is a reflection of sales management, as a sales leader’s job is to coach and guide reps around the fundamental activities that lead...
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Picture this: You’re sifting through a pile of emails you received in the last hour, just trying to stay on top of it all. You come across an email with this subject line (and your name is Kim): Do you click? Of course you do! We love video. It’s impossible to resist. When you open...
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Sales leaders are some of the grittiest people you’ll ever meet. Many – if not most – are former salespeople who performed well and received a promotion. They’re talented sellers. The typical pressures of a sales organization (frequent rejection and pressure to hit quota) are familiar to them.   But sales leadership is a whole...
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Almost three-quarters of leading companies cite sales coaching as the most important role of frontline sales managers. However, less than 20 percent of the average sales leader’s time is spent on proactive coaching. Like selling, proactive coaching requires rigor and discipline to execute the day-to-day activities needed for success. Many don’t execute coaching sessions regularly...
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