Sales Coaching Blog

Sales Coaching Research: Why You Want Stress as a Sales Manager

Posted by Stacia Jorgensen

May 17, 2016

Over and over we find in our data that top performing sales managers are viewed by their sales reps as leaders who are at their best when things get stressful. In other words, top sales managers are good at stress. But wait…stress is bad, right? In a recent whitepaper, we dove into the topic of stress and the impact it has on the sales leader role. [You can read the whole paper here] When we combine our research findings with guidance from experts on stress and performance, we start to see stress in a new way. In fact, stress takes on a role where it can have a positive role and be used to your advantage as a sales manager.

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Topics: sales leadership, sales manager, sales coaching, Sales Research, managing stress

How Often You Should Meet With Your Sales Reps: The “Just Right” Approach

Posted by Stacia Jorgensen

February 26, 2016

Remember that oldie-but-goodie of Goldilocks and the Three Bears? You know, the one where Little Red Riding Hood goes through a series of items where each is too much of one thing but not enough of another only to find that there is a “just right” to each? As part of our continued research into what makes top performing sales manager effective, we have found that there is also a “just right” amount when it comes to meeting with your sales reps.

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Topics: sales leadership, one on one meetings, sales manager, sales leader, team meetings, meetings, Sales Managers, Sales Research

Sales Coaching Research: Do Your Sales Reps Trust You?

Posted by Stacia Jorgensen

November 4, 2015

I’m sure I don’t need to go into a lengthy persuasive argument about how important it is for sales reps to have trust in their sales manager. Trust is an important component of any relationship, right? We see this in everything from our relationships with our spouses or partners to our auto mechanic. If trust isn’t present, we aren’t as productive, healthy, or happy as we could be. 

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Topics: sales leader, sales coaching, trust, Leadership, Sales Research

Sales Coaching Research: What Five Words Are You?

Posted by Stacia Jorgensen

July 7, 2015

 Tell me something. As a sales leader, what’s your job? If you had to sit down and briefly tell someone what you do and what you are responsible for, what would you say? Better yet, think of it in even more direct manner.

If you had to describe your role as a sales leader/sales manager/sales coach in only five words, which five words would you choose?

Because I’m a nerdy social researcher and I love a good data collection effort, I’ve even made a little survey spot where you can tell me.

Click here to anonymously tell me the five words that describe your role.

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Topics: sales coaching, Sales Management, sales management training, Sales Research

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