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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,, and Selling Power.

Sales Management | Sales Coaching | Sales Leadership

By: Norman Behar
January 23rd, 2023

Are you being asked to do more with less?  Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. For many organizations, this means implementing hiring freezes or layoffs. Yet, these same organizations are asking their sales leaders to drive increased revenue despite the challenging headwinds. So how can you increase sales without adding headcount?

Closing | C-Suite Selling

By: Norman Behar
November 29th, 2022

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geopolitical tensions, supply chain issues, and stubbornly high inflation rates.

Sales Training | Sales Coaching

By: Norman Behar
August 25th, 2022

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching is that it can be personalized to the individual needs of each member of the sales team. As an example, a new member of the sales team may need help with prospecting and call planning skills, while a more tenured member of the team may require help with strategic account management.

Sales Process | Call Planning

By: Norman Behar
July 7th, 2022

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities that fail to close.

Sales Coaching | Sales Leadership

By: Norman Behar
May 6th, 2022

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

By: Norman Behar
April 18th, 2022

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.