QUICK TAKES ON SALES MANAGEMENT

3tipsforcoachingsalesintroverts
April 15, 2021

If a post-​pandemic return to the office is in your plans, don’t count on all your team members being happy about the decision. The introverts on your sales team may have been more productive and enjoyed their work environment during the pandemic.

April 13, 2021

Today's younger sales reps expect more feedback and coaching from their sales managers. And their sales managers are hustling to meet the demands of upper management, worrying about meeting quota and putting out the latest fire. Sound familiar? This is where Sales Microcoaching™ can help. C. Lee Smith, President/​CEO shares the benefits of this concept and best practices in this insightful webinar.

howtobeasalesmanager
April 13, 2021

Are you starting out in your first sales manager gig? Even if your organization has provided training, you might want to commit to doing your best work by asking those you admire how to be a sales manager. 

April 11, 2021

Clint Pulver is an Emmy Award-​winning, motivational keynote speaker, author, drummer, and workforce expert. In this episode, we discuss: the number one driver of employee turnover (spoiler: it has everything to do with you!); Undercover Millennial―What that is and how Clint shares insights gleaned from more than ten thousand undercover interviews with employees across the country; what you can do to stop an exodus; the best methods currently for identifying talent; new tips on employee retention; and his career as a professional rock drummer.

agoodsalesmanagersknows
April 6, 2021

In your sales organization, you may have some groups that outperform others. These performance differences often come down to the manager and a good sales manager knows that they must focus on five key elements.

April 4, 2021

Michele Ashby is CEO & Founder of ACE LLC, Ashby Consulting Enterprises LLC. Her focus is on educating, supporting and teaching women how to attain corporate board positions. In this episode, we discuss: why there aren’t more women on corporate boards; what training and certifications she recommends for leaders who want to qualify to be on a board and what boards are looking for; her advice to female leaders on the environment in the board room; and her advice on bitcoin as she is an expert in mining and commodities.

returningtoahybridworksetting
April 1, 2021

After spending over a year dealing with remote work situations, many office-​based employers are figuring out the best ways for returning to a hybrid work setting. We can’t all be Facebook and Google and lure employees with the promise of free gourmet food and onsite massages.

theartofmanagingasalesteam
March 30, 2021

If your organization has decided to allow sales reps to work in remote locations indefinitely as a result of the pandemic, your sales managers need additional training. In many cases, the art of managing a sales team well comes down to commitment by leadership to properly develop its sales managers.

March 28, 2021

Ed Eichhorn is founder of Medilink Consulting and author of "Healing American Healthcare, A Plan To Provide Quality Care For All While Saving $1 Trillion A Year." In this episode, we discuss:The future of selling medical, pharmaceuticals and health care solutions; how businesses can reduce healthcare benefits costs; tips on how to pick an insurance broker and what questions to ask; how to manage large territories in complex organizations; and navigating employee discussions about health benefits.

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