Sales Manager Enablement

// Developing and Leading High-Performing Sales Teams

// Quick Takes on Sales Management+Leadership

July 14, 2019

Manage Smarter 78: The Hard Working Woman’s Guide to Money

You've worked hard and earned that promotion to management or even the C-Suite - and with it, increased your income. KT Thomas is the founder of New Day Solutions, a financial advisory firm and author of The Hard Working Woman’s Guide to Money. In this episode, we discuss: why women are more in need of financial advising assistance and overall financial education; the #1 and first mistake female leaders make when they come into wealth and money; and how to evaluate financial packages when considering career progression and earnings.

July 7, 2019

Manage Smarter 77: How Paying Attention Pays Off

Neen James - a leadership, female, keynote speaker - teaches companies how to increase profits by paying attention to what matters most. She joins us from Australia for this episode to discuss: how paying attention drives profitability, productivity and accountability; how to “Listen With Your Eyes” – What it is and why you should do it; and tips and strategies for getting your team to pay better attention to your leadership.

June 30, 2019

Manage Smarter 76: Core Values – The Road to Ruin or Success

Scott McGohan is the CEO of McGohan Brabender, an employee benefits consulting firm. In this episode, we discuss: 5 points of core values to consider; making your company leadership match your core values; how hypocrisy in company operations vs. core values alienates employees; the definition of Self-Worth; and leadership driven by core values rather than profits/wealth.

June 27, 2019

How to Coach for Accountability

"Engagement without accountability is entitlement,” says Cy Wakeman, drama researcher, global thought-leader, and New York Times best-selling author. Could the lack of accountability be the reason why some of your employees never seem to finish projects on time?

June 23, 2019

Manage Smarter 75: Creative Business Thinking to Differentiate You and Your Team

Glenn Rudin is founder of Always Been Creative, a sales and marketing consulting firm specializing in focused messaging. In this episode, we discuss: how to develop your specific differentiators from competitors in your professional sector; what is your "flamed-broiled"?; how to develop a 30-second pitch on what you do and why you're different; how to implement "what makes you stand out" to get team/company buy-in; and effective brainstorming session techniques to FIND your differentiators.

// 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

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

39% of U.S. salespeople have left jobs because they didn’t like their direct managers or their performance

Voice of the Sales Rep Study, SalesFuel, 2017

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

Only 35% of US sales reps believe their managers set realistic, obtainable and clearly defined goals for them

Voice of the Sales Rep Study, SalesFuel, 2017

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

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

// Our Latest Podcasts for Sales Managers

// Free Guidance from Leading Experts for Sales Managers

// On-Demand Webinars About Sales Management

// Interviews with SalesFuel Executives About Sales Management

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

SalesFuel CEO Appears on Take the Lead Radio

Sales Expert C. Lee Smith Appears on the Sell or Die Podcast


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