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Norman Behar

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Moving from Chief Problem Solver to Sales Enabler

By Norman Behar

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I recently had the opportunity to co-host a webinar on the Future of Sales Coaching (access recording here) with Jake Miller, Product Marketing Manager, at Allego. As part of the webinar, Jake shared some of Allego’s insights based on a survey Allego conducted of nearly 300 sales reps, managers, and enablement leaders on sales coaching. One key takeaway from this survey (see chart below) is that the #1 “ask” from sales reps was for more skills-based coaching.

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How to Hire the Right Sales Manager

By Norman Behar

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One of the most significant impediments to sales growth is hiring the right sales manager. Unfortunately, companies struggle with identifying the right people to manage and lead their sales teams. For companies with exceptionally high growth rates, the challenge is even more pronounced. Sales headcount growth drives the need to hire even more frontline managers.

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National Sales Meetings: Should It Include Sales Training?

By Norman Behar

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Conducting sales training at a national sales meeting is a common practice but typically doesn't result in sustainable selling skills improvement. The key reason for this lack of effectiveness is that it's almost impossible to impact behavior change through a standalone training event. 

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6 Traits of an Effective Corporate Sales Training Program

By Norman Behar

In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate sales training success.

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How to Effectively Set Clear Sales Team Expectations

By Norman Behar

Learn how to effectively communicate clear sales team expectations to ensure that your team understands what you want them to do and achieve.

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The Key to Scaling a High-Performing SaaS Sales Team

By Norman Behar

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The single greatest trend in software technology over the last 20 years (Salesforce.com was founded in 1999) has been the adoption of Software as a Service (SaaS) applications by corporations. On a daily basis, employees use a variety of SaaS applications to more efficiently manage their accounting, human resource, marketing, and sales functions. 

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Managing Sales Behaviors to Improve Sales Performance

By Norman Behar

Managing sales performance is a fundamental sales management skill. Learn how to effectively manage sales behaviors to get your sales team to generate  great results consistently. 

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An Underrated Selling Skill That'll Give You a Competitive Edge

By Norman Behar

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their competition?"

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How to Manage Underperforming Sales Reps

By Norman Behar

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.

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3 Characteristics of a High Performing Sales Team

By Norman Behar

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.

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How to Breakout of a Sales Slump

By Norman Behar

Are you going through a sales slump? No matter how hard you try, you can’t seem to close a deal? Here is how it starts, and six steps to break out of it.

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How to Overcome the "It's Too Expensive" Objection

By Norman Behar

On this Q&A episode: "What's the best response to "It's too expensive'?" I often struggle with price objections when the customer says, "My price is too high." Is there a best response to this objection? What do you recommend?

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Can On-Demand Sales Training Replace Classroom Training?

By Norman Behar

On this Q&A episode: "Can on-demand sales training replace classroom training.

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The Best Question to Ask on a First Sales Meeting

By Norman Behar

On this Q&A episode: "What's the most effective question to ask a prospect on a first meeting?"

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Key Considerations for a Successful Sales Training Partnership

By Norman Behar

On this Q&A episode: "What are some of the key considerations for a successful sales training partnership?"

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Does Sales Training Matter? The Salesperson’s Perspective

By Norman Behar

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One of the most important questions senior sales leaders ask is whether a sales training initiative will really deliver better sales results.  The basis for this question is likely based on the reality that they may have previously invested in training programs with little to show from their investment

At the same time, the global sales training market has grown by nearly $1 billion over the last seven years (now estimated at $2.54 billion annually according to Training Industry) and it would seem irrational for companies to significantly increase their training investment if it wasn't impacting their business.

To get a better sense for what selling skills are most important and how better sales training impacts business results, we conducted a research study with Training Industry to understand the salesperson’s perspective on this topic. 

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Why Sales Managers Fail at Coaching?

By Norman Behar

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The reason is pretty simple. Managers become accustomed to telling as opposed to enabling their salespeople to identify and solve their own problems. Consider these two typical situations:

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How to Embed A Company's Culture in Sales Training

By Norman Behar

A question that often comes up in our conversations with clients: "How do you embed a company's culture in a sales training program?" It's an interesting question because culture is something that's intangible, but we kind of know it when we see it. 

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5 Step Checklist to Assess Sales Readiness

By Norman Behar

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As your company begins to hire new sales reps and looks for ways to accelerate their ramp-up time, while we would all like our reps to get on quota track faster, we have found that the “readiness” of the sales organization is critical to making this goal a reality.

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Sales Readiness: What does that mean?

By Norman Behar

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I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In today’s hyper competitive sales environment, companies are looking for their sales organization to consistently deliver great results. Sales readiness is the work that needs to take place up front so that your sales organization can produce those results. For a company to be “ready to sell” it must optimize numerous sales readiness factors. These include (i) overall sales strategy, (ii) sales methodology, (iii) integrated sales & marketing, (iv) performance management systems, and (v) sales organization and talent.

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5 Areas You Need to Focus on to Boost Sales Effectiveness

By Norman Behar

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Every sales executive is focused on how they can make their sales organization more effective. After all, we would all like to sell more, reduce our sales cycles, improve win ratios, and have more productive sales teams. The problem, of course, is that the concept of sales force effectiveness is so broad that it makes it difficult for sales executives to figure out what needs fixing.

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6 Benefits of Sales Coaching (And Why It Should Be a Priority)

By Norman Behar

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The battle cry for Sales Coaching has never been greater. Learning and development professionals and senior sales leaders continue to identify Sales Coaching as a top priority for their frontline sales managers. Yet, the frontline managers often avoid coaching for a number of reasons:

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3 Factors for Building Sales Relationships that Convert

By Norman Behar

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With the introduction of new sales enablement technologies and the shift to, technology-driven, inside sales reps, do relationships with customers still matter?

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The Importance of Sales Coaching Models for Better Results

By Norman Behar

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In our 2017 Sales Management Research Report, 5 Hallmarks of a High-Impact Sales Organization, we found that sales managers at high-performing organizations spent significantly more time coaching their teams than average and lower performing teams.

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One Additional Question Salespeople Should Always Ask

By Norman Behar

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I was sitting down with our Chief Customer Officer, Ray Makela, and we were discussing deal coaching.  I reminded him of his blog post on 5 Deal Coaching Questions for Sales Managers to Ask and he made a very interesting point about a sixth question he now wants to add to this list; What's the decision making process? 

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Sales Objection: Prospect Asks "Why Should We Buy From You?"

By Norman Behar

On this episode, a sales rep asks: I always find myself facing this question from prospects “Why should we buy from you and not the competition?” A common sales objection, and in this video we share some ways you can tackle this challenge.

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Sales Pipeline vs. Sales Forecast: What's the Difference

By Norman Behar

Although the sales pipeline and sales forecast are closely related, they're not the same. In this Q&A, we explain the difference and best practices you can use to make the most of each.

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Sales Rep Turnover: Why It Happens and How to Reduce It

By Norman Behar

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According to an article in the July – August 2017 issue of the Harvard Business Review, How to Predict Turnover on Your Sales Team, “estimates of annual turnover among U.S. salespeople run as high as 27%.”  This is an alarming rate especially given how challenging it is to hire top sales talent in a tight labor market.

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Sales Management Tips to Increase Sales Team Productivity

By Norman Behar

Part of managing performance is to have a more productive sales team. In this Q&A video, we share five techniques you can use to increase sales team productivity.

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Key Considerations Before Promoting Your Best Salesperson

By Norman Behar

On this episode, we discuss key considerations before promoting your best salesperson into management. The different skill set required to be a great sales manager, and how to set new managers up for success.

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