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.Read More
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.Read More
Abraham Lincoln was known for his uncanny knack to lead others – even those with whom he disagreed. Click here for a great book on the subject. He was also known for his ability to simplify. One story goes that he would often line up troops from the most senior rank to the lowest. He would then begin at the lowest ranking soldier and ask him to explain the next mission objective, and why they were pursuing that course. If the lowest ranking soldier could not answer quickly with utmost confidence, Lincoln would berate the highest ranking leader.Read More
One of the most challenging situations for many sales managers is dealing with reps who have sales performance issues caused by something other than obvious skill or knowledge gaps. For skills or knowledge based performance problems sales coaching is an appropriate intervention.
These problems are straightforward and relatively easy to diagnose. But sometimes a performance problem is due to factors other than lack of skill or knowledge. That's where performance counseling comes in.Read More
Managing Sales Performance is arguably the most important skill for sales managers and consists of the following four steps:
- Communicate expectations
- Monitor and manage specific behaviors
- Monitor results
- Provide regular feedback
Unfortunately, managers tend to hyper-focus on the third area, “results”, without realizing that results are backward looking (lagging performance indicator) and are really contingent on steps one (communicating expectations), two (monitoring and managing specific behaviors), and four (providing regular feedback).Read More
While there is a lot of emphasis on Sales Coaching and Sales Leadership, the most fundamental skill that a Sales Manager needs to develop, Managing Sales Performance, is often overlooked.
Perhaps that is because many organizations take it for granted that their managers know how to effectively manage performance.
Unfortunately, that is a huge mistake. While many sales managers may have been able to produce very good results themselves in their prior roles as sales reps, this doesn’t necessarily translate into the ability to get their sales teams to consistently generate great results.Read More
Great frontline sales managers are a real differentiator in maximizing the potential of sales teams. This is particularly the case with inside sales which has been the fastest growing segment for a number of years with some research reporting 17% year-over-year growth. These teams are becoming much more sophisticated often selling complex products and services which only a few years ago were being sold by traditional field based reps. It is now common to see inside sales teams sell at the enterprise level, something that would have been unthinkable 10 years ago.
In speaking with sales leaders, we often hear how they focus on results. After all, it is the sales results that drive growth and company profitability. While it is appropriate to monitor results, we have found that focusing on the results themselves isn't all that productive.