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September 10, 2019
Why You Should Provide a Better Coaching Experience for Your Interns
Do hiring managers owe their interns more than a temporary job? This is a question you should be asking yourself.
Sales Coaching
// Quick Takes on Sales Coaching
August 1, 2019
Managers: Are You Paying Attention to Your EQ?
Your new manager training likely focused on how to use the CRM, the best way to process PTO requests and understanding expense reimbursement guidelines. But did you actually learn how to manager your reps?
June 13, 2019
Why Training Without Coaching Doesn’t Work
Jason Forrest, founder and CEO at FPG (Forrest Performance Group) is the winner of five international Stevie Awards for his training programs. During a recent Manage Smarter podcast, I asked Jason why so many training programs don’t impact the bottom line as much as business leaders hope.
May 28, 2019
Are You Using the Most Effective Form of Sales Management?
Sales management. Can there be a more intense work experience? You’re being asked to lead more people with fewer resources these days.
May 12, 2019
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.
April 21, 2019
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”
April 17, 2019
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.
April 7, 2019
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.
April 4, 2019
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.
March 28, 2019
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.
March 13, 2019
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.
March 7, 2019
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.
February 6, 2019
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.
January 29, 2019
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?
January 3, 2019
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.
// Making the Case for Better Sales Coaching
// On-Demand Webinars About Sales Coaching
// Interviews with SalesFuel Executives About Sales Coaching
Topics covered on this page: Sales Coaching, Independent Sales Coaching, Customized Sales Coaching, Sales Coaching Strategies, Sales Coach, Sales Manager Help, Sales Management Training, Sales Increase, Revenue Increase, Sales Rep Improvement, Sales Improvement, Sales Time Management, Adaptive Sales Coaching, Closing Sales, Sales Assessment, Sales Rep Assessment, Sales Motivators, Personalized Sales Coaching, Sales Engagement, People Skills, Adaptive Learning, Learning Sustainment, QuickCoaching, Quick Coaching, Microlearning, Sales Candidate, Sales Candidate Assessment, Sales Turnover, Toxic Employees, Sales Success, Sales Recruitment, Sales Recruiter, Sell Smarter, Hire Smarter, Sales Aptitude, Sales Technology, Sales Traits, Sales IQ, Sales Tech
If you don't have time to coach your reps, when will you find time to replace them?
— C. Lee Smith