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Blog
The Sales Readiness Blog™
-
Categories
- Sales Professionals
- Prospecting
- Sales Process
- Call Planning
- Developing Needs
- Presenting Solutions
- Managing Objections
- Closing
- Building Relationships
- Virtual Selling
- Negotiating
- Value Selling
- C-Suite Selling
- Sales Leaders
- Sales Management
- Sales Coaching
- Managing Performance
- Managing the Pipeline
- Sales Leadership
- Recruitment & Selection
- Sales Insights
- Sales Enablement
- Sales Training
- Virtual Training
-
Get Expert Advice to Improve Sales Team Performance
Norman Behar
Norman Behar is a Managing Director at the Sales Readiness Group, A Part of SBI. He has over 25 years of senior sales management experience and is recognized as a thought leader in the sales training industry. His blog posts and whitepapers are frequently featured in leading sales enablement publications, including ATD, TrainingIndustry.com, and Selling Power.
By:
Norman Behar
September 11th, 2023
With buying behaviors turning more conservative, sales velocity has slowed, presenting new challenges for sales leaders. Amid whispers that the anticipated recession hasn't hit, many organizations have shifted their focus. Now, sales leaders are once again on the hunt for strategies to adapt and thrive. Let's delve into three actionable ways to guide your team back toward strong revenue growth.
Sales Management | Managing Performance
By:
Norman Behar
July 10th, 2023
Managing underperforming sales reps can be a daunting challenge, but it is not insurmountable. As a sales leader, you can turn things around and unlock your team's true potential. You just need the right strategy. From clarifying expectations to providing constructive feedback and taking proactive action, let’s take a look at some effective techniques to help you transform underperformance into success.
By:
Norman Behar
June 21st, 2023
Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support to help sales reps improve their performance. Discover the key to identifying the root cause of underperforming sales reps and how to effectively address performance gaps with these tips for managers.
By:
Norman Behar
June 19th, 2023
Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for success. Sales pipeline management and forecasting are essential practices that help sales teams achieve these objectives. Let’s explore the difference between the two and how sales managers can link sales pipeline management with sales forecasting for increased performance.
Sales Management | Managing Performance
By:
Norman Behar
June 14th, 2023
When sales teams don't meet their sales targets, managers usually look at the sales outcomes to figure out what went wrong. However, instead of just looking at the results, managers can be more proactive by focusing on early indicators and the specific sales behaviors that lead to success. This allows them to work together with their teams to improve sales. Let's explore some effective strategies and skills that can help achieve this.
By:
Norman Behar
June 5th, 2023
Why do some sales managers hesitate to coach their teams? What's stopping them from embracing a practice that can transform sales performance? It all comes down to their approach. Shifting from telling to coaching can bring numerous benefits for both individuals and the team. Let's explore why managers avoid coaching and six reasons why sales coaching is so important.