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3 Steps to Improve Your Sales Forecast Accuracy

 
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Forecasting can be a challenging task. As a Sales Manager, we’re asked to look into the future, predict the probable behavior of numerous sales team members and countless customers, and commit “a number” to your management team. 

6 Critical Sales Coaching Lessons From Watching Soccer

 
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As a Northwest soccer dad, I have had the opportunity to coach and watch hundreds of youth soccer games over the past decade.

One of the biggest challenges I’ve observed from the sidelines is finding the balance between trying to dictate what should be happening on the field (e.g. do this, go there, etc.), and the need to let the players make their own decisions and learn. 

What's Different About Sales Pipeline Management Today?

 
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The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requirement by senior sales leaders that their sales managers must become much better at managing the sales pipeline. But what does this really mean?

Five Components of an Effective Sales Training Program

 
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There are many sales training programs to choose from and the investment is not insignificant.

How to Create a Highly Collaborative Sales Coaching Environment

 
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When most of us think of great coaches, the picture that frequently comes to mind is that of tough, no nonsense “field generals” – Vince Lombardi, John Wooden, or Joe Torre – screaming at players, officials and opponents.

Why Some Sales Managers Fail and How To Help Them

 
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Here is an all too familiar story: A sales organization needs to fill an open position for a frontline sales manager and decides to promote its brightest, best performing sales professional into this position.

What's the Best Way to Deliver Sales Training Programs?

 
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There is an ongoing, evolving debate about the best way to deliver sales training programs.  At the center of this debate is the ongoing tension among traditional instructor-led classroom training (ILT), virtual instructor-led training (VILT), and self-paced eLearning (eLearning).

6 Critical Sales Management Actions to Ensure Sales Training Sticks

 
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Organizations engage in sales training programs for numerous reasons. Despite best intentions, these programs too often fall short of the mark and fail to deliver the business results that the executive sponsors were originally looking for.

How to Identify an Effective Sales Management Training Program

 
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Too often we see sales leaders procure their sales management training program only to find out that it is just a reconfigured version of the sales training curriculum that includes “managers” in the title.

How to Deal with Sales Reps Who Don't Want To Be Coached

 
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One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all have managed these types of sales people before. They get defensive when you provide feedback, deny they have a development need or try to deflect the blame for performance challenges.

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