Sales Management


November 22, 2020

Manage Smarter 149 — Michelle Reines: Being a Badass Leader!

Michelle Reines is a speaker, author, coach, entrepreneur, founder of MDR Coaching & Consulting, Inc., and creator of the unconventional Badass Leader brand. In this episode, we discuss: the evolution of businesses in COVID-19; top pain points of remote work; the challenges of change management; no drama llama to navigate teams through pandemic–focus on working on your business as opposed to IN your business.

November 18, 2020

Why Your Sales Reps Need Integrity

As a hiring sales manager, do you believe your reps need integrity? Merriam-Webster defines this quality as “trustworthiness and incorruptibility to a degree that one is incapable of being false to a trust, responsibility, or pledge.”

November 11, 2020

How to Show Real Commitment to DEI

As bad as 2020 has been, one good outcome has been business leaders’ awakening about how to show real commitment to DEI (diversity, equity and inclusion.) It’s not enough to support community initiatives about equality.

November 8, 2020

Manage Smarter 147 — Jessica Katz: Agile Values During COVID-19

Jessica Katz is a trainer, mentor and coach through Liberated Elephant. Jessica is an expert at culture design within organizations that allow individuals to bring authenticity to work, bolstering internal engagement and revenue. In this episode, we discuss: the top 3 qualities needed in company cultures; how to deal with the “Elephant In The Room” in your company; definition of Agile Values and how to implement them; and productivity without burning our your teams.

November 5, 2020

Why Circles of Control Should Be Part of Your Strategy

Siimon Reynolds’ business philosophy sounds simple enough: “In tough times, I think get back to process, get back to performing well, and then the rest will take care of itself.” His process includes tapping into circles of control, visual triggers, and the Jeff Bezos decision-making system.

November 1, 2020

Manage Smarter 146 — Cameron Herold: Your Meetings Suck! Here's How to Make Them Better.

Cameron Herold is a world class executive coach, top rated speaker, and best selling author of Meetings Suck! He's also the founder of the COO Alliance, the world's leading network for seconds in command. In this episode, we discuss: why meetings are awful and what % of professionals lead bad meetings; tips to increase engagement in meetings in COVID-19; timing spacing tips of meetings; and accountability and engagement tests upon observing “checked out” behavior in meetings.



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

CSO Insights

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


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


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


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


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


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 (26.42%)

Voice of the Sales Rep Study, SalesFuel, 2020

Most sales managers invest less than 8% of their time coaching their salespeople

"The Sales Manager's Guide to Greatness," Kevin F. Davis



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

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, Accountability, Compensation Plans, Sales Commission, 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

High-performing sales teams start with high-performing sales managers.

— C. Lee Smith