Imagine this picture. Turnover occurs – sometimes at an excessive rate. Sales managers work hard and struggle to find quality candidates for open sales positions. They place ads in local…
Companies need great sales managers. To find them, Sales VPs and business owners need to (1) know, in advance, the sales goals their managers will work to achieve. Sales managers assume responsibility…
The sales assessment chosen for use in a recruiting process should: 1. Be scientifically validated for the position. The process and cost of validation, if any, should be included in the RFP. …
When we go to a restaurant, we expect the service and food to meet a certain standard. When we watch our favorite college sporting team, we expect a certain level…
Today, while traveling from Knoxville to Memphis for Christmas, my mother-in-law called us on her cell phone. Some of you are thinking that can’t be a good thing. Actually, I’m…
“Please describe what happened in your last meeting with our customer Mr. Handy?” “How much time did you spend last week calling your leads for appointments?” “What networking strategies have…
It’s all about the people you coach – the people in your company – the people you serve – your customers, prospects, clients … THEM. It’s not about you. And,…
Sales managers coach poorly when exhibiting the following behaviors. They … 1. Throw new salespeople into a job without a well thought out training and ramp up process. 2. Do not…
What’s a system? It’s a bunch of connected pieces which work together in an organized manner – one that produces a certain state. We cooperate or exist within systems in everyday…
In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills). It affects the hearts of its listeners. It brings staying strength to action. It reinforces confidence…