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Sales managers are the pivotal job for developing a superior sales force. Sales managers must provide their sales teams the sales coaching and leadership required for success - and avoid the “super salesperson syndrome” trap. Read More

When sales reps have difficulty selling the new product so they just go back to selling what they know. That's why salespeople must be trained BEFORE new products are launched. Read More

In too many companies sales reps spend too little time selling and the time they do spend is not well managed. Failing to distinguish between good and bad business is just one source for this problem. Read More

Sales managers should begin developing their leadership skills early on - before becoming sales managers. Start with leading sales teams or working with customer buying groups. Read More

Salespeople must learn to pivot - starting something, quickly determining whether it is working or it isn’t and leveraging the ideas learned to develop alternative approaches. Read More

Buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen. This means sales managers must reconsider how they lead their sales teams - perhaps an alternative approach should be considered. Read More

Sales reps spend too little time selling and the time they do spend is not well managed. This blog contains 6 tips to help salespeople better manage their time. Read More

Elevator speeches are opportunities to advance the sale. This means that sales reps should plan ahead so they are prepared when opportunities for an elevator speech arise. Read More

Sales coaching is one-size-does-not-fit-all. Experienced salespeople in their 40s and 50s also need and want coaching. This blog gives sales managers 4 tips for coaching more experienced salespeople. Read More

Companies spend billions of dollars on sales training all totaled up. So, what's the biggest challenge companies face with sales training? Read More