Carter Cast has uncovered the key reasons that good people – talented, motivated, got-game people – run into trouble when they move from contributing to managerial roles. This is fascinating research, especially in the context of a sales organization where so many great reps fail to make the leap to successful managers.
Category: Coaching Tips for Managers
More employers are finding that their new hires lack soft skills. Whether it’s learning to speak confidently or handling customer complaints with grace, new employees need more training and coaching.
Mark Eaton is a 7’4″ NBA All-Star, motivational speaker, entrepreneur, and author. He is passionate about sharing his teamwork message and has spoken to many world-class organizations. His book, The Four Commitments of a Winning Team, is a blend between his intriguing personal story and his principles for team building. Even if you don’t follow professional basketball, we’re certain you will enjoy it.
Maybe you’ve been told that you need to provide your team members with more real challenges. In turn, they’ll reward you by working hard and being loyal.
You may not have suffered from the problem, but some of your employees do. I’m talking about the fear of speaking up in meetings.
Is there something uncontrollable about the sales function? Many top leaders think so.
We all know it’s expensive and difficult to replace an existing employee. You may be able to save yourself time and money by training your underperformer and coaching them on how to be more engaged.
There are four main stages that most teams go through: from forming the team, to growing the team, to becoming a well-oiled machine. I like to call these stages of team development The Four Stages of Team Matriculation
Are you having trouble recruiting sales managers? Or maybe you’re having a tough time convincing a top salesperson to step into the sales management role at your company.
When you hire the right sales reps, they’ll exceed quota and keep long-term clients happy. When you blow it, your new sales reps can make everyone miserable and productivity tanks.
Aileen Gibb is a professional leadership coach and the author of “Asking Great Questions: An Essential Companion for Every Leader.” In episode 35, we discuss: how to ask great questions, opening up to other people with your questions, the culture around needing to be right, how to help others open up to you and draw them out.
Have you just moved into a sales management role? Congrats! Your awesome selling skills likely contributed to your success so far. If you want to be successful as a sales manager, you’ll need to develop a different set of skills.