Sales leaders have a common objective: Help every sales rep HIT THE NUMBER!
You understand that the way a sales team is led, coached, and managed has a huge impact on how much, or how little, gets sold. The challenge is defining and supporting your sales management team in a way that allows them to always grow sales.
Have you ever caught yourself wanting the following items?
It would have been easy to say “no” and I so wanted to utter those conversation stopping words. Cut off the dialogue and go back to the business at hand. “Focus Bill, don’t get side-tracked with non-revenue or non-client serving activities”, was what I muttered. A little background: In addition to the obvious EcSell Institute responsibilities, I am a speaker for an organization called...Read more
As I looked up the speaker lineup for this year’s TEDxLincoln I became extremely hopeful that I would come out of the day Re:Thinking my community, my work and my world like the theme suggested. It turns out I did and one speaker in particular made me think about our clients and other front line managers who understand and execute our sales coaching methodology as well as those who use our sales...Read more
Allow me to be blunt; if you don’t know me you can’t coach me. I am fairly confident that this premise also applies to every sales manager/sales rep relationship across the globe. It is a fairly obvious statement, but while that is true, it also makes it very easy to give it lip service as opposed to actual top notch relationship execution. If you are skeptical of this, allow yourself to consider...Read more