Doug Fletcher is the co-author of a new book titled, How Clients Buy: A Practical Guide to Business Development. Doug will be sharing with us today insights into winning client business based upon his 25 years of practical experience, and the research he has conducted over the past 4 years. In this episode, we discuss:
Tag: sales management
Enabling Your Sales Team for High-Performance in 2019: The Critical First Step
Free Sales Summit webinar on the Sales Experts Channel – recognized as the #1 All-Star Channel on BrightTalk. This 45 minute webinar focuses on the critical first-step of discovery for sales managers when building, developing and transforming their sales teams.
Why It’s Time to Embrace the Servant Leader Role
Today’s buyers are savvy and well-informed. To succeed, it’s time to employ the latest sales methodology. In a recent Manage Smarter podcast, James Rores, CEO of Floriss Group, author of the Collecting WINS Sales Methodology, and Founder of the Growth Multiplier Movement outlined how you can apply the servant leader approach to sales and sales management process.
On-Demand Webinar: 5 Tips for Developing High-Performing Sales Managers
If you improve a salesperson, you improve one person. If you improve a sales manager, you improve the entire team. But, for most managers, self-awareness of their skill gaps is not an easy thing. This webinar will touch on identifying and improving upon manager skill gaps, including using QuickCoaching™ – which applies the principles of adaptive learning and micro-learning to sharpen their skills. This helps managers improve every member of the sales team, leading to increased revenue.
White Paper: Disruptive Sales Management through Adaptive Sales Coaching
Across the nation, sales managers are struggling.
They struggle to keep up with deadlines, with reporting, with setting and hitting goals, and with managing and motivating their sales teams. There is not enough time. And most definitely, there is no time for sales coaching.
It’s time to disrupt the way we think about managing sales forces forever. It is time for a sea change in sales management. And it’s time for adaptive sales coaching.
On-Demand Webinar: The How and Why of Developing Your Sales Managers
“The How and Why of Developing Your Sales Managers Before Developing Your Sales Strategy” webinar features four sales management experts in a moderated discussion of a variety of ways to improve your front-line managers. SalesFuel CEO C. Lee Smith moderates the panel of Kevin Davis, Jamie Crosbie and Debbie Mrazek in this March 2018 webinar.
Infographic: Team Development Cycle
Team Development Cycle – Good managers improve numbers. High-performing managers improve people. The cycle in this infographic, if repeated, will develop your team into a high-performing team.
On-Demand Webinar: 5 Ways Managers Unknowingly Damage Company Culture
In many ways, managers are as important as the C-level in influencing a company’s culture. Yet many of today’s managers have been given little management training and even less development and insight into the psyche of their employees. In this October 2017 webinar, Paul Nolan, Editor-in-Chief of Sales & Marketing Management, had a one-on-one interview with C. Lee Smith, President/CEO of SalesFuel and the creator of TeamKeeper®, our team leadership and development system.
How to Turn a Lost Sale into a Win for Your Team
Great sales managers (and their teams) learn from losses. From a coaching and leadership standpoint, the reasons why your rep lost and the customer’s recommendations for improvement need to be incorporated into your sales best practices immediately and shared with all members of your team.
SalesFuel Study finds 69% Of Millennial Sales Reps Have Already Left a Company Voluntarily
Employees report leaving positions due to lack of guidance and support, harming profits SalesFuel today released results of a study that found many salespeople do not feel supported by their managers, driving them to switch roles or leave the organization entirely. 39% of respondents actually left jobs because they didn’t like their direct managers or were
Investing in the Sales Process – Coaching and Metrics for Success
Sales team performance impacts the corporate bottom line. New data-driven sales enablement platforms assist sales leaders with onboarding, training & motivating salespeople. They give companies control of turnover, so they can deliberately focus on the most productive members, improving retention. Learn about them in this free white paper from BIA and SalesFuel.
How to Train Your New Gen Z Sales Rep
The next time you need to on-board a new salesperson, there’s a good chance you’ll be hiring a member of Gen Y or Z. Your old training process won’t work for these employees. Here’s what an industry expert says you must do.
