Category: Coaching Tips for Managers

Manage Smarter 69: Accountability and Buy-In Without the Drama

Accountability: How do you get it from your people and how can you actually transfer the responsibility for it onto your teams and make them WANT to give it to you? Cy Wakeman is a drama researcher, global thought-leader, and New York Times best-selling author who is recognized for cultivating a counter-intuitive, reality-based approach to leadership.

Manage Smarter 66: Why Training Fails And How To Fix It

Jason Forrest, founder and CEO at FPG (Forrest Performance Group), is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and “Best Place to Work” cultures. In this episode, we discuss: Why 70% of training in U.S. businesses fails; how managers can change team behaviors to embrace and retain training, and how “Performance equals knowledge minus leashes”

What Percentage of Your Sales Managers Receive the Training They Need?

Is one of your newly promoted sales managers floundering? If they are complaining that their reps aren’t delivering, the root of the problem may be with you.

Manage Smarter 64: Powerful Phrases All Managers Must Know

Brian Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. In this episode, we discuss: the Top 10 Power Phrases all managers need to know to motivate internal teams and external clients to action; his management strategy that resulted in selling one million dollars in business in 12 months; and how to craft great questions to elicit more informed, positive responses.

Seven Things Good Sales Leaders Do

People love to follow leaders who know where they are going and who care about their followers. Even those who consider themselves to be leaders are usually willing to follow others who seem focused and collaborative.

Why It’s Time to Embrace the Servant Leader Role

Today’s buyers are savvy and well-informed. To succeed, it’s time to employ the latest sales methodology. In a recent Manage Smarter podcast, James Rores, CEO of Floriss Group, author of the Collecting WINS Sales Methodology, and Founder of the Growth Multiplier Movement outlined how you can apply the servant leader approach to sales and sales management process.

Have Your Given Your Reps The Right Tools For Success?

Are your sales reps whining that they don’t have enough autonomy? Maybe they’re telling you, as Lee Salz wrote about a while back, that they can take care of business on their own.

Do You Know The Difference Between Managing and Coaching?

To be an effective leader, you need to know the difference between managing and coaching. Outwardly, the roles appear to be similar, but in practice, they are drastically different.

Top Tips For Nurturing Your Rock Star Employees

Do you have any rock stars on your team? If you’re like many managers, you may be over-relying on these employees.

How to Update Your Management Style for Gen Z Workers

They’re ambitious, highly educated and want to participate as individual contributors at work. Does this description sound familiar?

What To Do About The Sales Rep You Shouldn’t Have Promoted

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.

Managers: Are You Setting A Good Soft-Skills Example?

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.

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