QUICK TAKES ON SALES MANAGEMENT

January 24, 2021

Manage Smarter 158 — Seth Greene: Lead Gen Using Direct Response Marketing

Kevin Harris is the President of Radical Mentoring. Before joining Radical Mentoring, Kevin led a sales team at Wells Real Estate Funds and served in sales positions at CNL and Atlas Energy. In this episode, we discuss: what is radical mentoring and how does it work; harnessing the full power of servant leadership to boost your business and personal results; and identifying your authentic self and applying it to your work life/Leading with authenticity.

January 17, 2021

Manage Smarter 157 — Kevin Harris: Servant Leadership and Radical Mentoring

Kevin Harris is the President of Radical Mentoring. Before joining Radical Mentoring, Kevin led a sales team at Wells Real Estate Funds and served in sales positions at CNL and Atlas Energy. In this episode, we discuss: what is radical mentoring and how does it work; harnessing the full power of servant leadership to boost your business and personal results; and identifying your authentic self and applying it to your work life/Leading with authenticity.

strugglingtocontrolyourtemper
January 14, 2021

Managers: Are You Struggling to Control Your Temper?

As the pandemic drags on, the power of positive thinking is not working for managers. In fact, as a manager, you may be struggling to control your temper more than usual these days. How can you tell when it’s time to take serious action to improve the situation? Madeleine at Blanchard LeaderChat has a few tips on this touchy topic. The Truth About Denial and Toleration Managers often tell themselves that a specific problem doesn’t bother them very much. They’ll decide that an employee who always misses a deadline is doing their best. And they’ll rationalize that they can make up the difference by doing the work themselves because managers are supposed to help out. Over time, if you engage in enough of that kind of thinking, you’ll start feeling stretched as you spend your time covering for your employees. Sooner or later, you’ll resent that, especially if you’re also feeling stressed about a family member’s health or another personal …

January 10, 2021

Manage Smarter 156 — Audie Penn: Lean Principles

Audie Penn is the Managing Partner with Faro Partners. He is a board advisor, executive consultant, and certified lean practitioner at the bronze, silver, and gold level. In this episode, we discuss: the definition of Lean Principles; how leaders should prepare their teams for changes to come; and at what point coaching crosses over into handholding management, slowing the lean process.

January 3, 2021

Manage Smarter 155 — Sky Stephens: Improving Lead Gen and Preserving Margins

Sky Stephens, co-founder of the Association of Professional Builders, a leading business coaching company dedicated to improving the residential construction industry for both builders and consumers. In this episode, we discuss: what is the #1 need her clients see in getting greater lead generation and success; her advice to managers struggling with improving margins; how she counsels clients on profitability, growing managing teams and margins; the sales training program she launched to drive greater lead gen and revenue; and advice on maintaining rate integrity during a lull.

SOLUTIONS FOR BUILDING HIGH PERFORMING SALES TEAMS

FREE GUIDANCE FROM LEADING EXPERTS

MAKING THE CASE FOR SALES MANAGER ENABLEMENT

Most sales teams are over-reliant on their top talent with the top fifth bringing in almost 60% of revenues

CSO Insights

About 35% of sales managers say it is harder to hire quality salespeople than it was a year ago

2019 Voice of the Sales Manager study, SalesFuel

High ranking salespeople promoted to management average a 7.5% decline in their subordinates' performance

Harvard Business Review

87% of high-performing reps say sales manager competency is a top decision driver when considering a new job

SiriusDecisions

40% of sales reps only get coaching once or twice a month. And 18% get no manager meetings at all.

Voice of the Sales Rep Study, SalesFuel, 2020

45% of high-performing sales managers say they received inadequate training to prepare them for the role

SiriusDecisions

61% of new managers do not receive management training and 69% do not receive coaching

Blanchard

Less than 30% of managers strongly agree that someone at work encourages their development

Gallup

70% of the variance in team engagement is determined solely by the manager

Gallup

Training budgets for managers and supervisors has increased for 6 straight years

Training Industry Report

79% of sales leaders think they are good coaches, yet only 38% of reps agree

Harvard Business Review

The number one detail reps say would make the team more successful is if co-workers were more proficient (26.4%)

Voice of the Sales Rep Study, SalesFuel, 2020

ON-DEMAND WEBINARS FOR SALES MANAGERS

EXECUTIVE INTERVIEWS ON SALES MANAGEMENT

C. Lee Smith Shares How to Hire Smarter to Sell More in Challenging Times

C. Lee Smith Featured on Breakfast Leadership Podcast

C. Lee Smith Talks Behavioral Analytics on the Lorne Epstein Radio Show

'Leadership Strategies for Tomorrow's Leaders' Features SalesFuel CEO

C. Lee Smith Leads Off New Season of All Business Podcast with Jeffrey Hayzlett

SalesFuel CEO Featured on The Bob Pritchard Radio Show on VoiceAmerica Business