Are your sales managers spending enough time on coaching? That’s one of the key questions Sales Readiness Group and SellingPower analysts sought to answer in their just-released 2017 High-Impact Sales Management survey.
Tag: goal setting
Hiring managers from outside of the organization makes sense if you’re in the midst of a major shift in product strategy or a general company turnaround. But, if you need to fill a management position that is not slotted for significant change, why not promote from within?
Leaders have a great responsibility not only to create vision but to communicate that vision in a manner that will inspire those around them into action.
As a leader in your organization, are you using everyday occurrences to develop your employees' talents?
There’s an old saying that prescription without diagnosis is malpractice. I like to apply it to sales management as well as medicine. I see this all the time when sales managers have to deal with performance issues.
I have a challenge for you. The next time you’re talking with your salespeople, ask them to describe the steps of your company’s sales process. Chances are, most of them will have an answer.
Long-term goals often include building referral relationships. If you fail to help your reps reach those goals, you may be harming sales in the long run.
Are you ready for the future? Is your company ready to take on the challenges of the next technology revolution? In a recent Fast Company post, Jared Lindzon describes the new type of leadership necessary to survive in a world where the pace of business is speeding up.
Many salespeople these days say they'd like to have more interaction with their sales managers. Specifically, according to the 2017 Voice of the Sales Rep study, they'd like to have more sales coaching. But is the limited amount of coaching we're giving them doing any good?
The way you work with your team members, coaching versus managing, will mean the difference between success and failure in the long term. To learn about the differences between coaching and managing, check out the work published by Jack Zenger and Joseph Folkman.
To make a splash in the marketplace, businesses will often establish a compensation system that rewards salespeople to take huge risks in exchange for the chance to earn huge sums. Research published in Kellogg Insight also associates these kinds of compensation models with the recent near collapse of our financial systems.
If you’re spending your lunch break whining to your co-workers about how things would be different if you were in charge of the company, don’t expect anything to change. More often than not, the changes you want will come about only if you initiate them.