The Coaching Effect Blog

The Coaching Effect Blog

    Ah Ha Moments!: Sales Manager Tips from the Summit

    by Kristi Shoemaker / October 11, 2011

    Enjoy these sales management tips from the Fall 2011 Sales Coaching Summit. Simple reminders on how to do things better and with more impact.

    -          We as VP Sales need to remember to develop our Sales Managers if we want to keep them around.

    -          Coaching happens before the rep gets in front of the customer.

    -          Be present in the moment. Turn off your email when you are on a conference call or on the phone.

    -          Coaching well done = staff enjoys spending time with your versus dreading it.Sales Coaching Summit

    -          Coaching is no longer an activity, it is your strategic role.

    -          You can know your business but still fail if you can’t coach and lead.

    -          If you put the right people in the right seats, 80% of your problems go away

    -          Declare war on mediocrity.

    -          Past performance is not guarantee to future performance.

    -          If you have made a wrong hire, get that person out fast rather than trying to fix the situation.

    -          After you have made a wrong hire, identify what you missed in the interview process and then add that step into the screening process.

    -          When you hire right, you can spend your time developing the team rather than fixing problems.

    -          Put the formal assessment at the beginning of the screening process. It will save you time in the long run.

    -          Don’t skip screening steps with anyone, even someone you know.

    -          Don’t let feelings play into forecasting.

    -          Don’t forget to coach your top sales reps. Better to get 10% from a $10 million producer than a $1 million producer.

    -          Have your top sales reps mentor your new and/or developing sales reps.

    -          Your interactions with people determine your success or failure.

    -          Figure out your company’s purpose.

    -          Your people are your legacy.

    -          People will forget what you do and what you say but they will never forget how you made them feel.

    -          Focus on enabling the distributed intelligence of the organization.

    -          The power is in the collective.

    -          Management brings results. Leadership brings growth.

    -          When the formal assessment says not to hire the person but you still do, 75% of the time, that person fails within the first six months.


    The Spring 2012 Sales Coaching Summit is scheduled for April 11-12 in Austin, TX.  Learn more and get on the early bird invitation list. CLICK HERE

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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.