Are your team members asking you to be a better sales coach? Think about the types of sellers you have on your sales team.
It’s not hyperbole to say the world has changed significantly since my last manager’s memo to you in March. More than ever, you must focus on being a compassionate leader.
The past year has been full of changes. There have been new challenges, opportunities and responsibilities.
We all make mistakes; I know I do! And when mistakes happen, I own up to them and view them as learning experiences.
Have you used behavioral questions during interviews? Let’s face it, we’ve all hired bad employees.
Before I became a manager, I was tasked with helping train a new co-worker. I showed him the ins and outs of some of our processes and was met with a series of “Yeah, I know that,” or “Yeah, I’ve tried that.”
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
The sales cycle is a marathon, not a sprint. From that first cold call to the fresh ink of a signed contract, there are hundreds of variables at play, which means potential problems loom around every corner.
It was Benjamin Franklin who said that nothing in this world is certain except death or taxes. But in reality, we should really add change to that list.
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.