Norman Behar

Norman Behar is Chairman and Managing Director of the Sales Readiness Group (SRG). 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.

Sales Coaching | Sales Leadership

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus their responsibilities on selling as opposed to managing their sales teams.

Sales Management | Sales Leadership

Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortunately, many managers are promoted from sales positions without the skills to effectively take on these new responsibilities.

Sales Training | Sales Coaching | Sales Leadership

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Since the beginning, managers have dealt with a myriad of employee issues that require empathy and understanding. Unfortunately, many managers who were steeped in simply telling their teams what to do struggled as those messages fell silent. This was especially true with sales professionals who realized that they had many more employment options given the robust labor market (i.e., power had shifted from the company to the individual).

Sales Management | Sales Training

Achieving sales goals is an essential part of sales management. While an annual sales goal may be “imposed” on a sales manager based on a company’s overall budget, this should be viewed as a starting point for planning purposes.

Sales Management | Sales Coaching | Sales Leadership

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight of the importance of focusing on customers’ needs and priorities. While there are numerous distractions (personal and professional), organizations that are customer-driven have emerged stronger than ever.

Sales Training | Managing the Pipeline

Pipeline management is an ongoing challenge for sales managers. While it may seem that a pipeline with more opportunities is better, this isn’t the case if a large percentage of opportunities are stuck. These stalled opportunities lead to a bloated pipeline and create significant challenges for sales managers such as the following: