I had always worked hard as a salesperson and a sales leader. Like most sales leaders, I wasn't taught about the sales process and how to coach activities. That left me with doing rah-rah or a forced focus on rep results not process.

After doing some research with top leaders in other markets, and asking my team questions like, "What activities can you improve on or start doing to make more sales?," I focused my coaching on activity management leading to sales. Results? 200% increase in January and February over previous months. Sales increased another 100% by April. But the best part was coaching activity and not negativity stemming from slow sales.

Greg Karnes
Cellular Sales