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?
Just like when you treat a wound, sometimes the best thing you can do is apply pressure. The same is true in sales coaching. New findings from our research indicate that the most highly impactful sales managers are ones who gently push their sales teams in a way that elicits a positive reaction or growth. First, let’s make sure we’re on the same page when we talk about this pressure or pushing....Read more
If Millennials can knock McDonalds from the top of the fast food hierarchy, is any business safe from their wrath? In this Wall Street Journal article, the author points out why McDonalds is losing its luster with younger consumers and the findings are quite intriguing to say the least. To be honest, I often think the hyperbole that comes along with generational differences is sometimes...Read more
Your sales team should strive to be like the 2015 Kansas City Royals. Okay, okay, I live in Kansas City so I might have caught a severe case of world series fever and be spouting nonsense, but hear me out. If you followed the 2015 baseball postseason, you probably heard time and time again about the never quit attitude of the Royals. Even when they were down by multiple runs...Read more